Wharton@Work July 2026 | Nano Tools | Innovation Become an Insider Faster: Relationships Drive Results Nano Tools for Leaders® are fast, effective leadership tools that you can learn and start using in less than 15 minutes — with the potential to significantly impact your success as a leader and the engagement and productivity of the people you lead. Goal Reach full effectiveness sooner after stepping into a new role by treating local familiarity as the work itself, not as something that accumulates on its own. Nano Tool We tend to assume skills are portable: hire a strong performer, or move into a bigger job yourself, and the results should follow. The evidence says otherwise. In a study of cardiac surgery, surgeons had lower patient mortality at the hospitals where they had done the most procedures, and their mortality rates rose when they operated in an unfamiliar hospital, even though their expertise was unchanged. What moved the outcome was familiarity with the specific team, equipment, and routines. Wharton’s Matthew Bidwell calls this the insider advantage, and it holds well beyond the operating room. Most valuable work is collaborative, produced through a web of particular people and processes rather than by a soloist, so when you change roles, your general ability is only half the equation. You have to rebuild the local knowledge and relationships that let you execute. This is why capable people often stumble in their first months somewhere new, and why a celebrated outside hire can disappoint while a quieter internal promotion thrives. And it takes time: Bidwell’s own research found that external hires took about two years just to match the performance of people promoted from within, and longer still to feel fully established. The ability that earned you the role is real. The familiarity that will make you good at it is something you build. Action Steps Map the real network, not the org chart. In your first weeks, identify the specific people your results depend on — the ones who hold the information, make the decisions, or do the work beside you — and invest in those working relationships before anything else. Spend early capital learning, not changing. Resist the pull to prove yourself by acting fast. Ask how things are done here, and why, before you rework them. You cannot tell which norms are dysfunctional and which are load-bearing until you understand them. Adapt to the culture instead of importing your own. Every organization has its own way of operating, and it may not match what you are used to. The habits that made you effective elsewhere are not automatically effective here. Take note of norms for communicating, making decisions, and defining good work, and be ready to adjust. Assuming your old way is the best way is one of the surest paths to failure for an otherwise capable newcomer. Build a broad network, not just a close one. Some familiarity comes from repetition, so set up steady, low-stakes contact with the handful of people you will rely on most, the way a surgical team that has practiced together moves with few words. But do not stop at your immediate team. Reach across functions, levels, and tenures to build a more diverse set of contacts who can help you orient — the people who can explain how the organization actually fits together and where decisions really get made. Recruit an insider guide. Find one or two trusted, long-tenured colleagues who can decode the culture, the history, and the unwritten rules, and test your read of difficult situations against theirs. Reset your and others’ expectations. Build a realistic ramp into your early goals and say so out loud. If you are the one bringing someone else into a role, extend them the same grace: a slow first quarter is usually a familiarity gap, not a competence problem. How Leaders Use It Hubert Joly took over the struggling Best Buy in 2012 with no retail experience, and spent his first week not at headquarters but working in a single store, listening to front-line staff. There he learned what no report had told him, including that the website’s search was so broken that typing “Cinderella” returned cameras instead of the movie. He credited the turnaround to one habit: listen to the front line, because they had the answers. When Jürgen Klopp took over the English football club Liverpool in 2015, hired in from a German club, the team had limped to a sixth-place finish and sat tenth in the league. Rather than promise an instant fix, he reset expectations out loud. He introduced himself not as a savior but as “the Normal One,” asked supporters to shift from doubters to believers, and said plainly that a trophy would come within about four years, not right away. That timeline bought him room to rebuild, and the payoff came close to schedule: a Champions League title in 2019 and the league championship in 2020, Liverpool’s first in 30 years. In 2021, Thasunda Brown Duckett left Chase, where she was running their consumer bank, to become CEO of TIAA, a retirement and investment firm. Coming in from the outside, she made staying close to her insider guides a deliberate, repeated practice rather than something she hoped would happen on its own. She sums up her approach as “talk less, listen more,” and holds monthly small-group “jam sessions” where employees bring her their ideas and concerns directly. That steady, low-key contact is exactly how a newcomer builds the local knowledge and trust a job runs on. Knowledge in Action: Related Executive Education Programs Leading and Managing People: Strategies for a Changing Workforce Contributor to this Nano Tool Matthew Bidwell, Xingmei Zhang and Yongge Dai Professor of Management, The Wharton School, and author of The Insider Advantage (Simon Acumen, 2026), on which this Nano Tool is based. About Nano Tools Nano Tools for Leaders® was conceived and developed by Deb Giffen, MCC, Director of Innovative Learning Solutions at Wharton Executive Education. It is jointly sponsored by Wharton Executive Education and Wharton's Center for Leadership and Change Management, Michael Useem, Director. Nano Tools Academic Director is Professor John Paul MacDuffie, Professor of Management at the Wharton School and Director of the Program on Vehicle and Mobility Innovation (PVMI) at Wharton's Mack Institute for Innovation Management. Download this Nano Tool as a PDF Share This Subscribe to the Wharton@Work RSS Feed
