← All Questions
General
4 guests 4 episodes 1,815 words

The Invisible Employee Problem: Why Your Best Work Might Be Killing Your Career

Should you focus on visibility or heads-down work for career growth?

There's a particular kind of injustice that eats at high performers: you do exceptional work, quietly, consistently, for years -- and then someone with half your output but twice your presence gets the promotion. You tell yourself the work speaks for itself. It does not. It never has.

Jeffrey Pfeffer, a Stanford professor who has spent decades studying power in organizations, has the data to prove it. Political skill -- the ability to be seen, build relationships, and navigate organizational dynamics -- is empirically associated with salary, promotions, career happiness, and even lower stress. Not just correlated. Causally linked. The heads-down-work-speaks-for-itself narrative isn't just optimistic. It's empirically wrong.

But the answer isn't "become a self-promoter." The answer is more nuanced and, for many people, more actionable.

What matters more for career advancement: being visible or doing great work? And if both matter, how do you balance them without becoming the person everyone resents?

The 4 Positions

1 / 4
01

Substance Without Visibility Is Invisible -- Power Skills Are Learnable

Jeffrey Pfeffer

Advocates: Jeffrey Pfeffer (Stanford)

Pfeffer's argument is the most uncomfortable because it's the most evidence-based. His research shows that political skill predicts career outcomes better than most people want to believe.

"If you have visibility without substance, people will know you're useless. But if you have substance without visibility, no one will know the substance that you got."

Jeffrey Pfeffer
▶ 00:20:56

"The reason why you should pay attention to this is because it leads to a lot of good things, salary, getting promoted, being happy in your career, being less stressed."

Jeffrey Pfeffer
▶ 00:00:02

The critical nuance in Pfeffer's work: power skills are not personality traits. They're learnable skills, like any other professional competency. An introvert can learn visibility tactics the same way an extrovert can learn to listen. The mistake is treating visibility as a moral failing rather than a professional skill gap.

Pfeffer's most provocative claim is that power skills are not zero-sum or morally questionable. Building organizational influence, being seen as a leader, and navigating political dynamics aren't "playing politics" -- they're professional competencies that enable you to get more done. The engineer who is known and trusted gets more resources, more interesting projects, and more support when things go wrong. That's not unfair. It's how human organizations work.

The key distinction: there's a difference between performative visibility (doing flashy work to be seen) and productive visibility (making the impact of your work legible to others). Pfeffer advocates for the latter. You don't need to become someone you're not. You need to close the gap between what you accomplish and what others know you've accomplished.

Example: Two engineers ship equally impactful features. One writes a brief post in Slack explaining what was shipped and why it matters. The other says nothing. At performance review, one of them is "always delivering impact" and the other is "solid but hard to evaluate." Same substance. Different visibility. Different outcome.

When This Applies

  • Boz's advice. Get on the most important thing. Visibility follows importance.
02

Reframe Self-Promotion as Team Education

Deb Liu (Ancestry · ex-Facebook)

Advocates: Deb Liu (Ancestry, ex-Facebook)

Deb Liu, CEO of Ancestry and former Facebook VP, offers the most practical reframe for people who find self-promotion distasteful. Don't call it self-promotion. Call it educating people about your team's work.

"It looks like self-promotion. I wouldn't want to do that because it's self-promotion. But instead, what if I called it educating about all the great work your team has been doing? Helping people see why your team should get more resources, you have to actually share what you do."

Deb Liu
▶ 00:00:28

"The workplace is really favoring people who can speak up."

Deb Liu
▶ 00:00:28

Liu's reframe is powerful because it shifts the motivation from "look at me" to "look at my team." This makes it easier for people who are uncomfortable with self-promotion -- which, in many cultures and particularly for women, is a deeply ingrained discomfort. But it also makes the visibility more effective, because celebrating team work creates allies rather than resentment.

Liu's advice is especially relevant for managers. A manager who doesn't make their team's work visible isn't just failing at self-promotion -- they're failing at leadership. Your team depends on you to advocate for their resources, their promotions, and their recognition. If you don't educate leadership about your team's impact, no one else will. The reframe from "self-promotion" to "team advocacy" isn't just a psychological trick. It's a more accurate description of what's actually happening.

Example: A PM who sends a monthly email to their VP summarizing what their team shipped, what they learned, and what's next isn't self-promoting -- they're giving their VP the ammunition to advocate for the team in resource allocation discussions. That VP is in rooms the PM isn't in, making arguments with the information the PM provides.

When This Applies

  • Deb Liu's reframe. Your job is to make your team's work visible. This is not optional -- it's a leadership responsibility.
03

Create Visibility Through Artifacts, Not Meetings

Melissa Tan (Webflow · ex-Dropbox/Canva)

Advocates: Melissa Tan (Webflow, ex-Dropbox/Canva)

Melissa Tan offers the most tactically useful approach for people in organizations where live meeting time with leaders is scarce. Her hack: Loom videos.

"One recent hack I have is having folks on the team create looms that they can share with different leaders. It's hard to sometimes get visibility and get live meeting calendars, but if you create a five or 10 minute loom on something you did, that's just a great way to get visibility."

Melissa Tan
▶ 00:40:32

The broader principle: create asynchronous visibility artifacts. Looms, write-ups, case studies, demo recordings. These reach more people, persist over time, and don't require competing for calendar slots. They also feel less performative than in-meeting presentations.

Tan also emphasizes securing visible early wins when joining a new role. Impact that's both real and visible in the first 90 days creates a reputation foundation that compounds.

Example: A growth lead who records a 5-minute Loom walking through a successful experiment -- hypothesis, methodology, result, learning -- creates an artifact that can be watched by 10 leaders at their convenience instead of presented to 1 leader in a meeting.

When This Applies

  • Secure a visible early win. You need both substance and visibility immediately to establish your reputation.
04

Get on the Most Important Thing and Crush It -- Visibility Follows Impact

Andrew "Boz" Bosworth

Advocates: Andrew "Boz" Bosworth (Meta)

Meta's CTO Boz offers the most elegant synthesis. Don't choose between visibility and great work. Choose to do great work on the thing that already has visibility.

"If it's the most important thing, get the piece that you can crush, kill, do a great job at and grow from, because you're going to get a ton of visibility, you're going to get a ton of experience."

Andrew "Boz" Bosworthon Lenny's Podcast (on getting visibility through high-impact work)

The implication is sharp: if you're doing exceptional work on something nobody cares about, the problem isn't visibility -- it's project selection. The highest-leverage career move isn't learning to self-promote. It's getting yourself onto the most important initiative and delivering.

Example: At Meta, the engineer who joins the Reels recommendation team does work that is both inherently important and inherently visible. The engineer who optimizes an internal tool might do equally skilled work but must manufacture their own visibility.

When This Applies

  • Melissa Tan's artifacts. Create Looms, write-ups, and case studies that make complex, invisible work legible to leaders.

Evidence from the Archive

Stanford GSB

Omid Kordestani stopped doing his job at Netscape to network, became employee #11 at Google, earned $2.5 billion

Pfeffer teaches NFL players from underrepresented minorities in Stanford's program for the league

Jeffrey Pfeffer · Professor, Author of 7 Rules of Power ▶ 00:20:56
Ancestry (ex-Facebook, PayPal)

At Facebook, she built the first mobile ad product for apps and the mobile ad network

Liu created Facebook Marketplace, used by over 1 billion people monthly -- built through zero-to-one product leadership at scale

Deb Liu · CEO ▶ 00:00:28
Webflow (ex-Dropbox, Canva)

Loom videos as a visibility mechanism -- 5-10 minutes, shareable, asynchronous

At Dropbox, non-sales people doing sales from first principles created innovative go-to-market motions

Melissa Tan · Growth Leader ▶ 00:40:32
Meta

Woke up every 4 hours for 2 years to check anti-spam/anti-scraping defenses he built without being asked

Built Facebook newsfeed -- the first algorithmically ranked content feed -- which users initially hated but immediately doubled usage

Andrew 'Boz' Bosworth · CTO ▶ Watch

The Synthesis

The four positions aren't actually in tension. They form a hierarchy of career advice that applies at different stages and in different situations.

Visibility is not one thing -- it is three that people conflate. Project selection visibility (working on things that matter), output visibility (making sure people see what you have done), and political visibility (building relationships and influence). Most advice focuses on output visibility while ignoring the other two.

If you are doing great work on an important project and nobody knows, your problem is output visibility. If you are doing great work on something nobody cares about, your problem is project selection. If you are visible but not advancing, your problem is substance. The order matters: project selection first, then substance, then output visibility.

Companies that complain about 'politics' often have a visibility problem, not a people problem. If the organization lacks clear systems for surfacing impact, only naturally skilled self-promoters get visibility. The best organizations build visibility into their operating rhythm -- weekly demos, monthly write-ups -- so great work becomes visible by default.

Which Approach Fits You?

Answer 3 questions about your situation. We'll match you to the right approach.

Question 1

Where are you in your career?

Question 2

What is your relationship with self-promotion?

Question 3

Are you remote or hybrid?

Notable Absences

The Bottom Line

The uncomfortable truth that Pfeffer's research reveals: waiting for the organization to build these systems might mean waiting forever. In the meantime, the pragmatic move is to build your own visibility practice, using Liu's reframe, Tan's artifacts, and Boz's project selection.

There's an organizational design implication here too. Companies that complain about "politics" often have a visibility problem, not a people problem. If the organization doesn't have clear, well-understood systems for surfacing impact (regular demos, written updates, leadership reviews), then the only people who get visibility are the ones who are naturally skilled at self-promotion. That's unfair to the heads-down workers, and it's inefficient for the company. The best organizations build visibility into their operating rhythm -- weekly demos, monthly write-ups, quarterly reviews -- so that great work becomes visible by default, not just for the people who are good at marketing themselves.

Sources

  1. Jeffrey Pfeffer — "The paths to power: How to grow your influence and advance your career | Jeffrey Pfeffer (author of 7 Rules of Power, professor at Stanford GSB)" — Lenny's Podcast, June 13, 2024
  2. Deb Liu — "How to own your career growth and become a powerful product leader | Deb Liu, Ancestry (ex-Facebook, PayPal)" — Lenny's Podcast, August 4, 2022
  3. Melissa Tan — "Building high-performing teams | Melissa Tan (Webflow, Dropbox, Canva)" — Lenny's Podcast, June 18, 2023
  4. Andrew 'Boz' Bosworth — "Making Meta | Andrew ‘Boz’ Bosworth (CTO)" — Lenny's Podcast, March 3, 2024

Search the Atlas

Guests, questions, and picks

Loading search…
↑↓ navigate←→ filter↵ openesc close