Building a Three-Decade Career in Gaming

When I stepped into the gaming industry in 1994, I was a wide-eyed 24-year-old with no roadmap, just a mix of curiosity and grit. Back then, the industry was in its infancy, a wild frontier of dial-up modems, pixelated graphics, and untapped potential. 

Today, it’s a multi-billion-dollar juggernaut, but one thing hasn’t changed: success hinges on relationships. 

Over the past three decades, I’ve built a career that’s generated long-term revenue by forging genuine connections, honing my people skills, and staying true to my passion. 

Here’s how I did it, and what I’d tell anyone aiming to thrive in this industry for the next 30 years.

Confidence Through Action

I didn’t start out as a natural salesperson or a charismatic leader. In 1994, I was green, fumbling through client meetings and learning the ropes of building a company. But every handshake, every pitch, every late-night brainstorm was a brick in the foundation. 

Confidence didn’t come overnight, it grew through repetition. Meeting clients face-to-face, listening to their needs, and delivering on promises taught me more than any textbook could. The gaming industry was small then, so relationships were everything. A happy client didn’t just buy your product – they spread the word.

The lesson is to just get out there. Talk to people. Make mistakes. The more you do, the better you get. Over time, interacting with others becomes second nature, like muscle memory for your social skills.

In the early days I would walk into international boardrooms and meet some very wise and experienced business people and often felt out of my depth. I would get tongue tied but the more I delivered my story, the better it sounded. 

In time, I was the best at what I did and knew that whoever was on the other side of the table was looking for my input and not challenging my knowledge. Repetition builds amazing resilience and pours on confidence.

My Secret Weapon

Early on, I turned to self-help books to give me an edge. I devoured works by gurus who promised to unlock the secrets of positivity, persuasion, and human connection. It felt like a rite of passage, arm yourself with tools to navigate the messy, beautiful world of people. 

• Books on mind positivity taught me to reframe setbacks as opportunities. 

• Sales manuals showed me how to listen more than I talked. 

• Body language guides revealed the unspoken cues that build trust. 

• Neuro-Linguistic Programming (NLP) opened my eyes to how words and mindset shape outcomes.

I didn’t just read these books once. I revisited them – dog-eared copies of How to Win Friends and Influence People or Awaken the Giant Within – whenever I needed a boost. Even now, decades later, they recharge me, reminding me to keep sharpening my people skills. For anyone starting out, this is a non-negotiable, invest in yourself. Read, learn, and apply.

Here’s a list of bestseller books that shaped my career and could shape you too:

• How to Win Friends and Influence People by Dale Carnegie (Relationship Building)
• Think and Grow Rich by Napoleon Hill (Success Mindset)
• The 48 Laws of Power by Robert Greene (Influence and Strategy)
• The Psychology of Selling by Brian Tracy (Sales Mastery)
• Never Split the Difference by Chris Voss (Negotiation)
• Influence: The Psychology of Persuasion by Robert Cialdini (Persuasion and Influence)
• The Charisma Myth by Olivia Fox Cabane (Developing Charisma)
• What EveryBody Is Saying by Joe Navarro (Body Language)
• NLP: The Essential Guide by Tom Hoobyar, Tom Dotz, and Susan Sanders (Neuro-Linguistic Programming)

Each of these books played a role in shaping how I approach interactions, negotiations, and leadership. The more I applied their lessons, the more natural my confidence and sales ability became.

These aren’t just books, they’re mentors on paper. Pick one, start reading, and watch how it changes your approach.

I have to admit, I’ve read many more books in these genres than I can count.

The topic I’ve always been drawn to most is body language. I’ve devoured books, watched countless YouTube videos, and listened to podcast after podcast. It’s become second nature, so ingrained in me that I often read the room before a word is even spoken.

But if there’s one area I’ve struggled with, it’s public speaking.

I’ve read the books, joined Toastmasters, completed the course, and even spoken on stage to large audiences. And while the moment I step on stage something clicks and I actually enjoy it… it’s everything before that moment that gets to me. The overthinking, the prepping, the spiraling thoughts like “What if I forget my name?”That flood of emotions is something I’ve never learned to love.

So, for now, I’ve benched myself. I find joy in one-on-one sessions with special people, where the connection is personal and powerful. I know I’m not alone in this, there are millions of us who feel the same. Let’s leave the stage to the pros, and keep shining in the spaces where we connect best.

Believe in What You Sell

Here’s the unvarnished truth: you can master every sales trick, nail every gesture, and quote every self-help line, but if you don’t believe in what you’re selling, you’re sunk. Clients smell inauthenticity a mile away. 

In gaming, whether it’s software, platforms, or bold new digital experiences, your passion is your pitch. If you don’t love it, they won’t either.

I’ve always chased what lights me up. Back in the late ’90s, when I was selling website design and development services to some of the first online casinos, I believed deeply in the power of the internet to change the gaming world. That conviction wasn’t just a sales tactic, it was real. Clients felt it, and they stuck around. 

Long-term revenue didn’t come from one-off projects; it came from relationships rooted in trust and shared vision. Find what you love in gaming, whether it’s design, tech, or storytelling, and let that drive you. The process becomes natural when your heart’s in it.

Advice for the Next Three Decades

So, you want to spend 30 years in this industry? Here’s my playbook:

1. Build Relationships, Not Transactions – Treat every client, colleague, and collaborate like a partner. Follow up, check in, celebrate their wins. In 1994, a handshake could seal a deal; today, it’s a Whatsapp message or a coffee chat. The medium changes, but the intent doesn’t.  
2. Never Stop Learning – The gaming world evolves: CDs gave way to downloads, then streaming. Stay curious. Read those self-help books, but also study trends, tech, and your audience. Knowledge keeps you relevant.  
3. Practice, Practice, Practice – People skills aren’t a gift; they’re a craft. Pitch to a mirror, role-play with friends, analyze your wins and losses. Repetition turns awkward into effortless.  
4. Believe in Your Vision – Pick projects you’d fight for. Your passion isn’t just fuel, it’s your credibility. If you’re faking it, they’ll know.  
5. Ride the Rollercoaster – Three decades means ups and downs. I’ve seen booms, busts, and everything in between. Positivity and resilience, straight out of those books, carry you through.

A Legacy of Connection

Looking back, my revenue didn’t come from flashy campaigns or cutting corners. It came from people,  clients who became friends, partners who trusted me, and teams who believed in the mission. The gaming industry is a playground for dreamers, but it rewards those who connect authentically. 

Start where I did: step out, learn from the masters, and love what you do. Thirty years from now, you’ll look back and see not just a career, but a legacy built on relationships that lasted.

Last words

Conferences were the best place to expand your people skills. Take a genuine interest in meeting new people, opening yourself up to learning about new people. It’s the long game, make friends, don’t push too hard on sales. Rather find out more about the person you just met and appreciate their story and let them ask you about yourself before you jump in with a one-sided ramble.  

I find that if people soft-sell themselves to me, build authentic rapport over time and appear genuine. I make a big effort to bring work to them, introduce them to others and help grow their network. It’s team-work, nothing can beat such great bonds. I also find that people don’t really listen the first few times they meet you, it takes time for what you do to sink in. Give them time.

I was giving a talk at a conference in Amsterdam many years ago, and afterwards a larger-than-life guy came to the stage to compliment me on my presentation. We grew a strong relationship over 10 years and only then did he become a client. And he has now been a client for the past 12 years and we are very good friends.  

When it comes to clients, it’s important to always add value, it’s not about the Christmas gifts and lunches, it’s about the effort put into the work and providing value to the transaction… At the end of the day, it is business and you must get that right before everything else falls into place. 

You will also find that as you grow older, more opportunities will arise. People are more confident at older ages and feel safer sharing information and making deals with experienced industry professionals. With age, you will learn how to spot the green and red flags in people, and with the industry being so small, you will quickly be able to make associations. 

The gaming industry is very tight-knit and your credibility is your biggest badge.

“The Power Play by Moshe Adir” is released weekly on the Vegas Kings website and LinkedIn. Drawing from nearly 30 years of experience in design and development for online gaming, Moshe shares exclusive industry insights, lessons learned, and behind-the-scenes stories from the evolution of iGaming. Stay tuned for fresh perspectives from one of the industry’s OG!