network to win! keynote presentation at kreston international global conference
TRANSCRIPT
Network to
WIN!Ross DawsonFuturist, Keynote Speaker, Strategy Advisor, Author
www.rossdawson.com
Source: US DoC;Cap Gemini Ernst & Young
Taking diverging paths
EXPONENTIALEXPONENTIALDRIVERSDRIVERS COMMODITIZATIONCOMMODITIZATION
EXPECTATIONSEXPECTATIONS
EXPONENTIALEXPONENTIALDRIVERSDRIVERS COMMODITIZATIONCOMMODITIZATION
EXPECTATIONSEXPECTATIONS
Bandwidth grows
Source: Cisco, Approaching the Zettabyte Era
Computing power soars
EXPONENTIALEXPONENTIALDRIVERSDRIVERS COMMODITIZATIONCOMMODITIZATION
EXPECTATIONSEXPECTATIONS
Transparency drives business relationships
EXPONENTIALEXPONENTIALDRIVERSDRIVERS COMMODITIZATIONCOMMODITIZATION
EXPECTATIONSEXPECTATIONS
We expect more
More money and more refined taste
Accountability for everything
EXPONENTIALEXPONENTIALDRIVERSDRIVERS
Bandwidth
Processing power
Man-machineinterfaces
COMMODITIZATIONCOMMODITIZATION
Efficiency
Speed
Global markets
Information access
EXPECTATIONSEXPECTATIONS
Aspiration
Luxury
Participation
Accountability
EXPONENTIALEXPONENTIALDRIVERSDRIVERS
Bandwidth
Processing power
Man-machineinterfaces
COMMODITIZATIONCOMMODITIZATION
Efficiency
Speed
Global markets
Information access
EXPECTATIONSEXPECTATIONS
Aspiration
Luxury
Participation
Accountability
The Future of Business
is Relationships
It’s a small world...
How organizationsreally work
“An organization is a set of relationships that are
persistent over time.”Kevin Kelly
Gaps in communication
Networks in client relationships
The value of boundary spanners
Firm Client
Capabilities Opportunities
How networks drive professional services
Bringing together expertise
Awareness of capabilities
Understanding of those capabilities
Confidence in those capabilities
Personal trust
Action!
Competence
Likeability
High
HighLow
Low
The reality of organizations
A zero-sum game
The creations of a beautiful mind
The Prisoners’ Dilemma
Betty confesses Betty denies
Alan confesses
Alan sentence
Betty sentence
Alan sentence
Betty sentence
5 years 5 years Free 20 years
Alan denies
Alan sentence
Betty sentence
Alan sentence
Betty sentence
20 years Free 1 year 1 year
Tosca doesn’t cooperate
A deadly game of tit-for-tat
Miscommunication is easy!
Intention Language Communication Reception
Deletion
Distortion
Interpretation
Trust development
Past Experience/Reputation
Trustlevel
Extend trust/take risk
Extend trust/take risk
Past Experience/Reputation
Past Experience/Reputation
Progressing step by step
Lessons on trust
• Extend trust first!• Get to know each other• Build trust by steps• Communicate clearly• Forgive… ...and allow for miscommunication
Foundations of trust
Behaviors
Beliefs
Values
What’svisible
Network leaders show how to create value together
Characteristics of network leaders
Behaviors
Beliefs
Values
What’svisible
Characteristics of network leaders
Behaviors
Beliefs
Values
What’svisible
Values•Respect for others•Contribution to a better world•Honesty•Openness
Characteristics of network leaders
Behaviors
Beliefs
Values
What’svisible
Beliefs•Relationships matter most•People are interesting•Everyone can win•Most people are trustworthy•Uncertainty is an opportunity
Characteristics of network leaders
Behaviors
Beliefs
Values
What’svisible
Behaviors•Connecting others•Listening•Communicating a vision•Seeking contributions•Acknowledging contributions•Focus on the person•Avoid miscommunication•Invest in relationships
Network leaders
Creating happy accidents
The great connector
The heart of professional services
Research shows high-performers…
Are NOT:• Smarter• More expert• More organized• More social• More motivated• More creative• More risk-oriented• More technology-oriented
They:• Actively build
networks• Learn and develop
relevant expertise
High-performance networks
DiversityAwareness
Visibility
Dynamic
Investment
ProprietaryProprietary
Trusted
Open
Enabling information sharing
Are you an energizer?
How to be an energizer
• Have and communicate a compelling vision
• Seek and acknowledge quality contributions
• Make and fulfill commitments
• Be a connector!
Free resources, chapters, downloads:www.rossdawsonblog.com