Engage people for who they could become, beyond their current title: ask about strengths their role doesn't use, and back that direction.
The idea
I recently connected with a coach whose philosophy stuck with me: see people as the fullest version of who they could become, beyond who they are today. He considers it both a gift and a responsibility. Most of us engage people by their current title or what they can do for us right now. Shift to spotting potential and you listen differently, ask better questions, and build relationships that outlast any one transaction. People can sense when someone believes in them. And the people running things in 5-10 years aren't necessarily the ones running things today.
How to do it
Look past the resume. Listen for passions and strengths their current role doesn't use.
Ask questions that reveal direction: "What excites you most about your work?" "What would you pursue if nothing stood in your way?"
Back that direction: a book, an introduction, or just saying out loud what you see in them.
Be patient, and treat it like a portfolio. You'll be wrong sometimes, and you may not know for years.
Check yourself. If your interest is really transactional, people will feel it.
Example
I remember Mike, who waited all day at a business conference to pitch a famous investor, elbow to elbow with dozens of others. He got two minutes while the investor walked to his car. No funding, and they never spoke again. The better bet is the rising star who hasn't made it yet: easy to reach, still eager for help. Be on their team early. If they make it, their #DayOnes always have a special place. As Oprah put it, plenty of people want to ride with you in the limo. You want the ones who'll take the bus when it breaks down.
The Little Black Book: Keep a running list of promising people early in their careers and get in their corner before everyone else wants a piece of them.
FAT Networks: Invest in people who are Fun, Ambitious and Talented, or build your own two- or three-word filter for who gets your time.
Replace "What Do You Do?": Ask 'What's the most exciting thing going on for you right now?' instead, and try a whole evening without 'What do you do?'
Generative vs. Transactional Relationships: Transactional relationships end when the exchange does. Generative ones are long-term, uneven and keep creating new value, so they deserve your tracking and care.