The Cat and the Walking Ecosystem

​Think back to the analogy of the cat and the milk. While your cat may appreciate any milk you offer, it will go out of its way for the best, most nourishing kind. In the professional world, the "best milk" isn't just about a single transaction or favor. It's about a connection to a walking ecosystem—a person who is a hub of opportunities, resources, and connections.

A walking ecosystem is someone who has cultivated a vast and diverse network of their own. They've earned the trust of people across different industries and at various levels of seniority. When you connect with them, you aren't just getting their advice; you're gaining potential access to their entire network. They can introduce you to future clients, refer you to mentors, or share insights that would otherwise be impossible to find. They are a force multiplier for your career.

​The Competition for Their Orbit

​The world is hyper-competitive, and you are not the only one who sees the value these individuals offer. There are many people looking to take your spot in these ecosystems, ready to provide value and reciprocity where you don't. This isn't a passive game; it's a dynamic environment where you must continuously show them the value and respect they deserve. If you become complacent, you may find yourself on the outside looking in.

​The True Language of Gratitude: Action and Reciprocity

​This is where many people fail. They assume a quick "thank you" email is enough. But for a relationship with a walking ecosystem, gratitude is a verb. It's not a polite phrase you say after you've received something; it's a mindset that dictates how you behave and a commitment you demonstrate over time.

​Saying "thank you" is the start, not the end. True gratitude is shown through your actions, and it comes in many forms:

​The Follow-Up: After they've made an introduction, send them a brief, appreciative email updating them on the positive outcome. It shows that their effort had a real impact and that you respect their time and judgment.

​The Unsolicited Connection: Did you learn about a new opportunity that's perfect for a connection of theirs? Don't wait for them to ask. Proactively make the connection yourself, explaining that you thought of them because of your high regard for their network. This signals that you are not just a consumer of value, but a creator of it.

​The Thoughtful Act: If you know they are presenting at a conference, send them a quick "break a leg" message. If you see a news article about them or a client of theirs, share it with a congratulatory note. These small, non-transactional gestures show you are paying attention and that your appreciation is continuous, not conditional.

​The "Pay-It-Forward" Mindset: The ultimate form of gratitude is to use the opportunities they've given you to help others. By becoming a valuable connector yourself—even on a smaller scale—you are actively participating in the very ecosystem they've shown you. You are validating their investment in you by becoming a force for good in your own right.

​The Human Touch: Beyond professional courtesy, true gratitude shows up in personal acts of care. If their birthday comes, a gift card to their favorite coffee shop or a thoughtful book shows you remember them as a person. If you hear they are sick, a get-well e-card or flowers if you have a mailing address demonstrates empathy and genuine concern. These gestures remind them you see them as more than a professional resource.

​Remember, your success as a consultant isn't just about your skills. It's about the people who help you, and among them, the walking ecosystems are the most critical. Nurture these relationships with continuous, actionable gratitude, and you'll find doors opening for you that you never knew existed. Join our community to get access to resources and connections to grow your career.