Network to Win! Keynote presentation at Kreston International Global Conference

Network to WIN! Ross Dawson Futurist, Keynote Speaker, Strategy Advisor, Author www.rossdawson.com

Source : US DoC; Cap Gemini Ernst & Young

Taking diverging paths

EXPONENTIAL DRIVERS COMMODITIZATION EXPECTATIONS

Bandwidth grows Source : Cisco, Approaching the Zettabyte Era

Computing power soars

Transparency drives business relationships

We expect more

More money and more refined taste

Accountability for everything

EXPONENTIAL DRIVERS Bandwidth Processing power Man-machine interfaces COMMODITIZATION Efficiency Speed Global markets Information access EXPECTATIONS Aspiration Luxury Participation Accountability

The Future of Business is Relationships

It’s a small world...

How organizations really 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!

The reality of organizations Competence Likeability High High Low Low

A zero-sum game

The creations of a beautiful mind

The Prisoners’ Dilemma

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 Trust level 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’s visible

Network leaders show how to create value together

Characteristics of network leaders Behaviors Beliefs Values What’s visible

Characteristics of network leaders
Values
Respect for others
Contribution to a better world
Honesty
Openness
Behaviors Beliefs Values What’s visible

Beliefs
Relationships matter most
People are interesting
Everyone can win
Most people are trustworthy
Uncertainty is an opportunity

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 Diversity Awareness Visibility Dynamic Investment

Enabling information sharing Proprietary Proprietary Trusted Open

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

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Network to Win! Keynote presentation at Kreston International Global Conference

by Ross Dawsn on Nov 18, 2009

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Network to Win! Keynote presentation at Kreston International Global Conference — Presentation Transcript