network to win! keynote presentation at kreston international global conference

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

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

EXPONENTIALEXPONENTIALDRIVERSDRIVERS

Bandwidth

Processing power

Man-machineinterfaces

COMMODITIZATIONCOMMODITIZATION

Efficiency

Speed

Global markets

Information access


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



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


Behaviors

Beliefs

Values

What’svisible

Values•Respect for others•Contribution to a better world•Honesty•Openness


Behaviors

Beliefs

Values

What’svisible

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


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