The Most Influential Person in the Room

There’s a scene in the movie “Moneyball” where Oakland Athletics General Manager Billy Beane (played by Brad Pitt) thinks he’s about to acquire a new player from the Cleveland Indians when the deal suddenly falls apart.

The Cleveland general manager looks in the direction of a chubby, baby-faced staffer (Jonah Hill) leaning up against a wall, who clearly doesn’t think the trade is a good one for their team. Without his even saying a word to the general manager, the deal is squashed.

We often assume the most influential person in the room is the one with the fanciest suit, the most impressive title, the one doing the most talking.  

But frequently, it’s someone like Hill in this scene. It’s a person off in a corner who’s not saying much whom we’re tempted to dismiss as a nobody.  

The boss is frequently glancing off in his/her direction, though, because this person has the real knowledge and insight and is calling the shots even if it’s not explicitly.  

Beane recognized the Cleveland general manager was operating on Hill’s views and later confronted him in the parking lot, realizing he must hire him away.

It’s an important reminder for us, however.

When we’re in a meeting or interviewing in front of a large group, it’s critical that we’re not solely catering our message to the boss. We’d benefit from paying attention to where his/her eyes are looking and making sure we’re addressing the other people in the room as well.

Someone we may think is “just a suit” or “a fly on the wall” is indirectly calling the shots and, ultimately, determining our futures.