Marina Gorbis

Examiner
DISC Type : cs

Executive Director at Institute for the Future

Menlo Park, California, United States

Overview

Marina Gorbis serves as the Executive Director of the Institute for the Future (IFTF), guiding organizations on the transformations in work and value creation. A graduate of UC Berkeley, she launched the Workable Futures and Equitable Enterprise Initiatives to prototype positive platforms and understand new work patterns, shaping discourse on technological and social innovation.

Originally from Odessa, Ukraine, Marinas personal history in the former Soviet Union provides her with a unique global perspective that informs her work. This background fuels her analysis of how social networks and community-based systems create value, a theme she connects to both past and future economies.

She coined the term "socialstructed" to describe how technology and social relationships are rebuilding our economy and institutions from the ground up.

Personality Overview

Overcautious

Unexpressive

Tough To Convince

The only way to convince them is by showing them examples and ample proof.  They are heavily focused on quality and prefer doing things the right way, even if it takes time. They are quite aware of their needs and limitations, so they are unlikely to over-promise.

Topics They Care About

Future of Work
Leads the 'Workable Futures Initiative' at IFTF, exploring how technology and AI will reshape jobs, organizations, and the skills needed for tomorrow.
Equitable Enterprise
Founder of the 'Equitable Enterprise Initiative, ' which aims to develop and prototype new, fairer models for businesses and organizations.
Socialstructing
Author of "The Nature of the Future, " where she details how social technologies are enabling new, decentralized ways of organizing society and creating value.

Media Appearances

A Talk by Marina Gorbis, Executive Director, Institute for the Future. Featured in YouTube

See Now

Work History

9-1998
Executive Director at Institute for the Future
Director at SRI International

Education

1981 - 1983
MPP from University of California, Berkeley
1976 - 1979
BA from University of California, Berkeley

More Information

Social Presence :

Prographics :

Exp : 27 Location : Menlo Park, California, United States Job Level : Senior Designation : Executive Director at Institute for the Future
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Insights For Selling To Marina

During A Call Or A Meeting

DO's

  • Expect them to be vague in response to your questions, ask firmly and pointedly
  • Ask them which other stakeholders would be important for this purchase decision
  • First of all, focus on building their confidence by sharing examples, case studies etc.

DONT's

  • Don't use phrases like 'do not worry', 'i promise' etc.
  • Don't rely on relationship building even if they act pleasantly
  • Don't be very accepting if that is your natural style, stay firm

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Marina is

  • Adoption by others is very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Marina

  • They are unlikely to say no, it's better to stop yourself once you have exhausted all the options.

Insights For Deal Planning

    How fast (or slow) will Marina move?

  • They don't like to hasten, so their speed of decision-making may be slow.
  • Can Marina take some risk or not?

  • They have little willingness to take risks, and prefer making calculated decisions.

You And Marina

Personality Compatibility


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