Viewpoint: White Space Information Brokers

A 2007 article from McKinsey Quarterly highlights the role of white space social networks in corporate operations. Of particular importance is the broker who strategically connects business units across organizational silos.

"Brokers who serve as bridges across a number of subgroups within networks are often quite influential. 'Bridging' relationships uniquely position brokers to knit together an entire network and often make these interactions the most efficient means of gathering and disseminating information in a high-touch way."

Leaders who manage in the margins often fill this type of information and relationship brokerage role. In my business development capacity targeting a new region, I often find myself linking business units back in the US. For example, a recent response to a client request for information required me bring together information from our IT, Environmental Services, and Training divisions. For another effort, I'm combining Training and Logistics capabilities.

Successful brokerage activities require not only strong communication and team building skill sets, they require tenure. Becoming an organizational information broker doesn't happen overnight. Longevity provides opportunities to develop diverse and lasting connections which can be used for new initiatives.

(read more here: http://www.mckinseyquarterly.com/The_role_of_networks_in_organizational_change_1989)