Network marketers continuously debate the question of duplication, and itís a question worth exploringónot only for network marketers, but for all professions. What is it weíre endeavoring to duplicate? Are we trying to duplicate ourselves, or to create an organization of people who have the knowledge and skills to generate predictable and sustainable outputs?

The core of duplication is structure. Structure generates predictable behavior; predictable behavior generates predictable results. This is the foundation upon which all the professions are based. An educational structure that teaches the knowledge and skills of dentistry generates competent dentists.

What are the structure and skill sets required to create a multilevel organization that generates predictable and sustainable outputs?

Elliott Jacques invested 40 years of research into creating organizations that generate predictable and sustainable outputs. He found that the desired output had to be specifically defined, and the process for creating it had to be based on legitimate education.

In order to have people expand organizations predictably and sustainably, Jacques found, they have to progress through four roles. First they learn and practice how to generate the desired output themselves. They then take a step back and teach what they have learned and practiced, ensuring that the same output continues happening. They then assume the responsibility of mentoring to ensure that the people in the teacher role are effectively teaching people in the learn-and-practice role to generate the same output. Finally they assume a manager role and become responsible for ensuring that the people in all the other roles fulfill their responsibilities in making the same output happen.

Letís say our desired network marketing business output is a business unit made up of four customers on monthly autoship and three first-level distributors. Picture each new distributor being in the learn-and-practice role and having a teacher, mentor and manager all focused on supporting him or her to create a business unit using a common education that taught:

1) a structure for communicating and working in a professional and accountable manner that aligns the efforts of the people involved;

2) a structure for selecting and inviting prospective partners through a dignified and respectful opportunity evaluation process;

3) a structure for selecting, inviting and servicing customers in a dignified manner.

Upon building a business unit of four customers on autoship and three first level distributors, new partners will have mastered the competencies necessary to expand their business units in a predictable manner. Identify the business unit you want to duplicate and the competencies and resources needed to create it, and you provide your group with a very specific vision and blueprint for achieving specific, predictable results. Thatís genuine duplication!


RICK TONITA is a Senior Partner with Global Partners, Inc. and
specializes in continuous learning and growth organizations and
strategic marketing.