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Factor III: People
Cluster G: Building collaborative relationships
Competency 21: Builds networks
21. Builds networks

Effectively building formal and informal relationship networks inside and
outside the organization.

Most organizations have experienced tremendous change since the dawn of the 21st century. Flatter and
more matrixed. Virtual teams and offices. Cross-functional ad hoc teams. Global operations. 24/7
connection. Shared services. Centralized and decentralized functions. This is how work gets done now.
Decisions are made in teams, with input from multiple functions. Meetings are held on the web, crossing
time zones and involving multiple geographies. It’s no longer enough to go to work, meet with local
colleagues, make a few phone calls, close your door and go home. Connections need to be made with
support staff, idea generators, resource managers, and decision makers across the country or around the
world. It’s not only how work gets done—it’s how ideas are spread and careers advanced. This is an
exciting world for those who are both open to connecting and focused in forging relationships. But if you
are dismayed by ambiguity or shy about reaching out, navigating the network may be a challenge for you.
To be successful, you need to know who people are and what they do. How to collaborate, share
resources, and maintain productive relationships. You need to be focused yet fluid. Willing to participate
and ask for help.

“Virtue in obscurity is rewarded only in heaven.
To succeed in this world you have to be known to people.”

Sonia Sotomayor – American Supreme Court Justice

Builds networks is in the People factor (III) in the Korn Ferry Leadership Architect™. It is part of
Cluster G, Building collaborative relationships, along with Collaborates (6), Manages conflict
(9), and Interpersonal savvy (20). You may find it helpful to also take a look at some of the tips
included in those chapters to supplement your learning.

Skilled

Builds strong formal and informal networks.
Maintains relationships across a variety of functions and locations.

Draws upon multiple relationships to exchange ideas, resources, and know-how.
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