With these two aspects “forming and finding” you will be able to create a matrix with four different approaches to build a network.
DescriptionThe bottom-left part the figure-1 represents the relatively straightforward challenge of creating new networks with potential partners that are both easy to find and happy to do business with you.
DescriptionIn the bottom-right corner of the framework, the emphasis is on finding new network partners. The challenge is to locate the appropriate individuals or organizations who can link you to unfamiliar networks.
Description on the top-left corner of the figure-1 is the third scenario is where the potential partners are easy to find but potentially reluctant to engage with you
Focus on the higher-order purpose or issue that transcends your differences; it may be a major concern such as global warming or disease prevention, or it may be a common “enemy” that you are both competing with.Be prepared for a lengthy dialogue to take place before the new partners begin to trust you; the process of mutual adjustment often takes years.Try to identify cross-over individuals who have switched allegiance from the world of the prospective partner to your world; they can be very useful in proposing the appropriate ways of making the personal connections between the two sides.
Sse Finding, Forming, Performing Group 2
Finding, Forming, and Performing:<br />Creating Networks For Discontinuous Innovation<br />Magnus Karlsson<br />Robin Hesselstad<br />Cecilia Nessen<br />YasharMansoori<br />
Introduction<br />Many industries today face a discontinuous technological and market change, in which companies that emerge have completely different competencies than their predecessors.<br />
The Challenge of Discontinuous Innovation<br /><ul><li>Research has shown consistently that new technology or market opportunities are typically developed first by new entrants, and established players either find themselves scrambling to catch up or they lose out altogether.</li></ul>There are three broad sets of reasons why so many firms struggle with discontinuous innovation:<br />Discontinuous innovation is uncertain, hard to make sense of and slow to emerge. Investments are more likely to be invested on reliable projects.<br />Existing processes and structure are difficult and reluctant to change.<br />Most important for this article stakes that firm’s existing networks makes the firm reluctant to changes. The challenge is to find and form new relationships that enables the firm to perform successful.<br />
Building Networks for Discontinuous Innovation<br />The process of building networks for this continuous innovation can be divided into three activities: finding, forming, performing.<br />Finding: refers essentially to the breadth of search that is conducted. It can be hindered by geographical, technological and industrial barriers.<br />Forming: refers to the attitude of prospective partners towards your firm. The obstacles are ideological, demographical, and ethnic problems.<br />
1- Creating New Networks in Proximate Areas<br />Barriers<br />Even though the actors in question may be well known to the firm and are keen to become involved, the decision to invest in relationships with them is likely to have an uncertain and perhaps long-term payoff.<br />Examples<br />- Lego’s development of the second version of the next generation of toys they had to out-source the internal software of the new robot called “Mindstorm NXT” because they needed a more intuitive software.<br />- In 1999, Ericsson sought ways to improve the quality of its access to university-based research. Rather than sponsor research studies, as they had done in the past, they designated key individuals to cooperate directly with sponsored faculty.<br />
Recommendations<br /> Approach the potential new partners directly.<br /> Structure the relationship carefully to overcome the institutional or demographic differences that separate you and try to understand how to motivate and excite your partner.<br />Build personal relationships at the interfaces with partners to ensure that knowledge transfer occurs.<br />
2-Seeking Out New Networks in Distant Areas<br />Barriers<br />The barriers here are typically geographical, ethnic, and institutional.<br />Examples<br />BT (British Telecom) established a four-man team to scout for interesting companies with the interesting technologies to cooperate with, which was established in Silicon Valley.<br />
Recommendation<br />Employ boundary spanners or scouts who specialize in building and maintaining relationships with many people.<br />Be prepared to accept redundancy or duplication in the networks that you create.<br />Do not underestimate the difficulty of absorbing the insights gained from these distant networks; give specific individuals direct responsibility for internalizing and applying the knowledge gained from new partners.<br />
3-Building Relationships with Unusual Partners<br />Barriers<br />Ideological reasons, institutional or demo graphic barriers between you and your potential partners are the dominant barriers. Challenges of building a relationship with such prospective partners is very different to the challenge of seeking out new partners in distant areas.<br />Examples<br />Novo Nordisk. As a commercial organization selling insulin and other diabetes-related therapies did not find it easy to build deep relationships with specialists, nurses, and health insurers. In 2003, the company helped set up the Oxford Health Alliance, a non-profit collaborative entity which goal was nothing less than the prevention or cure of diabetes—which potentially could kill off the company’s main line of business.<br />
Recommendations<br />Focus on the higher-order purpose or issue that transcends your differences.<br />Be prepared for a lengthy dialogue.<br />Try to identify cross-over individuals who have switched allegiance from the world of the prospective partner to your world.<br />
4-Moving into Uncharted Territory<br />Barriers<br />Mostly institutional and demographic barriers<br />Examples<br /><ul><li>BBC had a traditional view of broadcasting by television but in the early 21th century it met the challenges of the new digital media world. They developed BBC backstage, a collaborative environment where software developers could look at different BBC applications and modify them, as well as making new ones. Hundreds of software developers were attracted to the site.</li></ul>- In order to promote their new beer, Tempus used two consultants that were very well connected in the trendy world of artists and famous people in UK and US.<br />Spotify included external developers to develop software in order to let their users to listen to Spotify on their specific software platform.<br />
Recommendations<br />A combination of the tactics that scenario two and three suggests. <br />Work with specialist network builders and<br />develop a reason for the potential partners to work with you<br />
Turning New Networks into “Performing” Partners<br /><ul><li>Keeping the network up-to-date and engaged: Very often these networks are built in anticipation of future needs, rather than to tackle an immediate and pressing problem; and as such they may not have any immediate value to either side. In such cases, the challenge is one of creating realistic expectations and ensuring that the members in the network are kept up-to-date with developments inside the company. It could update its partners with e-mails, web- briefings, and events to ensure that they are kept up- to-date.
Building trust and reciprocity across the network: Larger firms could be very selective about what information to share with their partners. Partnerships rely on the precepts of trust and reciprocity to be effective, and increasingly firms are realizing that the more they give away, the more they get back in return.
Understanding your own position in the network: It is tempting for large firms to see themselves as network “orchestrators” who achieve some level of control by virtue of their central position in the network. While this can be beneficial it can also be misguided, because the network may become more valuable if it is given the opportunity to develop its own dynamic. It is an important reminder that business networks, like ecosystems, cannot be controlled by any single player in them.
Learning to let go: The fourth challenge was only apparent in those cases where firms had been successful in building and learning from their new networks and were faced with the prospect of realigning their core activities away from some of their traditional networks. The strategic progress towards a services-dominated business has meant not only finding, forming, and getting new network relationships to perform, but also letting go of sometimes long-established links.</li></li></ul><li>Conclusions – Key Insights and Recommendation<br /><ul><li>Creating new networks involves two distinct activities: finding the right prospective partners and forming relationships with those prospective partners. There are substantial barriers to each activity.
Where the challenges in finding and forming relationships are relatively low, approach potential new partners directly, and structure the relationship to minimize whatever obstacles separate you.
Where the challenge is mostly around finding new partners, approach them through boundary spanners or scouts who specialize in such activities, and work very hard on building the capability to absorb insights from these partners.
Where the challenge is mostly around forming new relationships with prospective partners, focus on the higher-order purpose that transcends your ideological differences, and try to identify cross-over individuals who can link the two sides.
Where the challenge involves finding and forming new networks, be prepared to work with specialist and independent network-builders to bridge the gap, and look for ways of gradually breaking down barriers to enable some of the approaches identified above to work.
Once the new relationships have been formed, there are a number of things to keep in mind to turn them into high-performing networks: continually keep the network fresh and engaged, build trust and reciprocity across the network, understand your own position in the network, and learn when to “let go” of old relationships.</li></li></ul><li>