Heidi Roizenⁱ

Heidi Roizen had a reputation for using her networks wisely to develop personally and professionally. She developed her network during her years as cofounder and chief executive officer (CEO) of T/Maker, as a vice president at Apple Computer, and as an independent mentor capitalist, a term and role that she created.ⁱⁱ Through these positions, Roizen developed a network that included many of the most powerful business leaders in the technology sector.

As vice president of worldwide developer relations at Apple, Roizens job had been to improve relationships with the companys 12,000 external software developers in order to ensure the long-term viability of the Apple platform. This required Roizen to call in favors to industry contacts with whom she had worked in the past to convince them to stay with Apple. Because these relationships were mutually beneficial, Roizens requests for favors were usually granted. She also mastered the ability to blend her professional and social networks by hosting dinner parties at her house with prominent individuals such as Bill Gates of Microsoft and Scott McNeally of Sun Microsystems.

Later, as a mentor capitalist, Roizen served as an active board member for start-up companies. Through this role, she helped people she liked and respected find new opportunities for career growth. As a result, Roizen was able to generate a list of contacts that might serve her well in the future. One of Roizens colleagues remarked: While lots of people are in networks and network fervently, there are very few people who become the nucleus of a network. Heidi is one of those people. As the nucleus of her own network, Heidi will forge a deep relationship with the nuclei of other networks within her vast constellation, which allows her to keep in touch with all the people in those other networks. I can only imagine how many networks Heidi touches.ⁱⁱⁱ

The strength of Heidi Roizens network is a testament to her ability to build trusting relationships with others who are well connected in their own networks. According to one of her colleagues, Roizen functions as a central connector who forges deep relationships with central connectors in other networks. These central connectors are frequently powerful individuals and decision makers. Through the relationships she has developed with these individuals, Roizen is able to receive important information, learn about future opportunities, call in favors, and help people find new career opportunities.

ⁱ Nicole Tempest and Kathleen McGinn, Heidi Roizen, Harvard Business School Case No. 9-800-228, rev. April 28, 2010 (Boston, MA: HBS Publishing, 2000).

ⁱⁱ Ibid.

ⁱⁱⁱ Ibid.

Framing

1. Heidi's success was due to her understanding of:

a. social capital.

b. brokers.

c. information flows.

d. profitability.

Labeling

2. The strength of Heidi Roizen's network is a testament to her ability to build trusting relationships with:

a. others who were well connected in their own networks.

b. those who wished to expand their job opportunities.

c. those with a flexible approach to decision-making.

d. talented IT professionals.

Summarizing

3. Heidi built an effective network through the strategy of:

a. addressing the concerns of the external software developers.

b. blending her professional and social networks at dinner parties.

c. using her network to call in favors from software developers.

d. developing "mentor capitalism" to finds jobs for IT workers.

Synthesizing

4. As the central connector of her network, Heidi was able to:

a. forge a deep relationship with the central connectors of other networks.

b. find new opportunities for career growth.

c. organize networks for other groups.

d. be an active board member for many start-up companies.

Concluding

5. Building a successful network requires all of the following except:

a. realizing the value of creating bridges between groups that are not connected.

b. seeing the value of linking similar groups.

c. understanding how networking can lead professional and personal success.

d. having a closed network that provides the same information.