Refereed Publications Abstract

Using Network Analysis to Build a New Business

This case study reviews how organizational network analysis (ONA) helped a new leader rapidly integrate into and improve performance of a global consulting practice. Specifically, we will demonstrate how a network perspective helped to 1) increase information flow among the group to ensure that the best expertise was brought to bear on project sales and delivery efforts; 2) drive economic results (both productivity gains through knowledge transfer and revenue growth through sales collaborations) via improved connectivity; 3) enhance innovation and cross-selling of key services and expertise by better leveraging unique skill sets within the network; and 4) embed network management practices into talent management processes to improve individual performance, retention and recruiting. Within one year, improvements in collaboration paid off substantially, as billable time nearly doubled, leverage of junior people improved, size of projects sold rose, and new employees integrated into the practice quicker and more effectively.

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