Today I bring you a post, written by my colleague, FranklinCovey Consultant, Mark Murphy. Mark resides in Dallas, TX and has facilitated our programs for clients all over the globe. Mark holds a M.S. in Organizational Behavior from BYU and brings nearly 20 years of facilitation experience to his clients.
Mark provides you with great insight today to focusing on TRUST while building your network. As you consider connecting with others in 2012, keep these thoughts in mind. Enjoy!
Have you heard of Paul Revere? Have you ever heard of William Dawes? Both men came from the same social class and had similar educational backgrounds. Both men rode out from Boston on the night of April 18, 1775 to announce the beginning of the Revolutionary war. Paul Revere rode north while at the same time William Dawes rode south. They traveled through towns that were demographically similar. But only Paul Revere raised a militia and became famous. Why? In a large part because of the trust developed in his relationships.
According to the Harvard Business Review article How to Build Your Network, “Paul Revere was an information broker, a person who occupies a key role in a social network by connecting disparate groups of people. Because Revere targeted other well-connected people during his ride, his news spread widely and quickly, as explained in Malcolm Gladwell’s The Tipping Point.
The article goes on to say that “networks deliver three unique advantages: private information, access to diverse skill sets, and power.” I want to focus here on the first of the advantages--private information.
These days, public information is easily available through the internet and other sources. But precisely because it is so easily accessible to so many people, public information offers much less of a competitive advantage in today’s business environment. Private information, on the other hand, provides unique information not found in the public domain. Private information is also, by its very nature, more subjective and less verifiable. Therefore, its value depends on how much trust exists in the network of relationships.
Jack Welch, former CEO of General Electric, says of trust, “you know it when you feel it.” In his book, The Speed of Trust, Stephen MR Covey says, “Simply put, trust means confidence. The opposite of trust—distrust—is suspicion. When you trust people, you have confidence in them—in their integrity and in their abilities. When you distrust people, you are suspicious of them—of their integrity, their agenda, their capabilities, or their track record. It’s that simple.” As trust goes down, costs go up, and everything slows down. As trust goes up, costs go down, and things happen much faster.
Could the trust accrued in his network of relationships be a factor in Paul Revere’s success? Could that trust have something to do with the speed with which his message was accepted and acted upon? I believe so. Are you a Paul Revere or a William Dawes?
- Mark Murphy, FranklinCovey Consultant
Copyright © 2011 - Mark Murphy
Are you interested in learning how to build trust in your circle? Consider joining us in Dallas to hear best-selling author, Stephen M.R. Covey deliver his Speed of Trust Keynote on Feb 16, 2012.
Do you want to learn more about Mark Murphy and the offerings he can facilitate for your organization? Then follow this link to read his bio. If you would be interested in visiting with Mark by phone, then please contact me to set up a meeting with Mark and your FranklinCovey Client Partner.
Also, keep your eyes open for more posts from Mark in 2012! Become a member of this blog and you can make comments on our posts.
To your networking success in 2012!
Associate Client Partner | FranklinCovey
214.387.9960 | email@example.com