creating relational capital ed wallace improving results through relationships
TRANSCRIPT
Creating Relational CapitalEd Wallace
ImprovingRESULTS
Through RELATIONSHIPS
© 2008-2012 The Relational Capital Group
All participants should duly note that a copy of the ICE ANTI-TRUST POLICY has been given to you. The statement reminds us that the policy restricts decision-making and discussion. These restrictions are designed to prevent even so much as an appearance of impropriety. The policy statement should guide us in all our discussions.
© 2008-2012 The Relational Capital Group
“People like to work with people they
________________________________!”
relationships have a highly significant impact on their business results.
© 2008-2012 The Relational Capital Group
Source: Candice Bennett & Associates survey, March 2009
89%of senior executives…
89%of senior executives…
use a formal process to build business relationships!
© 2008-2012 The Relational Capital Group
Why is that?
Yet only…
24%Yet only…
24%
Source: Candice Bennett & Associates survey, March 2009
© 2008-2012 The Relational Capital Group
Why? (Contribution to goals and other performance criteria)
Seek referrals that deliver 15% of 2013 revenue
Relational Ladder Process category: (Check one)
Acquaintance X Professional Peer Respected Advisor
Important Business Relationship: Jeff from DDI
Copyright © The Relational Capital Group 2008-2011 7
Relational Capital
The “distinctive value” created by people in a business relationship
The “little extras!”
© 2008-2012 The Relational Capital Group
Worthy Intent
“The inherent promise you make to keep the other person’s best interests at the core of your
business relationship!”
© 2008-2012 The Relational Capital Group
Your Worthy Intentions
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Essential Qualities of Relational Capital
Credibility
GPS®
12© 2009-2012 The Relational Capital Group
© 2008-2012 The Relational Capital Group
Essential Qualities of Relational Capital
© 2008-2012 The Relational Capital Group
Credibility
IntegrityAuthenticity
RelationalCapital
Relational Ladder®
© 2008-2012 The Relational Capital Group
Respected Advisor Relationships
• Share business and personal goals, passions, and struggles
• Include you in their strategic planning processes
• Respond to your suggestions
• Ask for your help
• Initiate unsolicited referrals on your behalf
© 2008-2012 The Relational Capital Group
Why? (Contribution to goals and other performance criteria)
Seek referrals that deliver 15% of 2013 revenue
Relational Ladder Process category: (Check one)
Acquaintance X Professional Peer Respected Advisor
Strategy to move up the Relational Ladder® Process:
Commit to meeting on a monthly basis, ensuring that an aspect of GPS is
covered in each meeting
Relational GPS®:
Goals: To grow the DDI sales practice to $20 million by 2013
Passions: Traveling to Italy to connect with family
Struggles: Lacks a prescriptive approach for relationship development
Important Business Relationship: Jeff from DDI
Copyright © The Relational Capital Group 2008-2011 17
Max’s Approach Delivered Real Business Performance!
• Customer loyalty
• Increased revenue per ride
• More frequent trips
• Competitor proof
• Respected Advisor status
© 2008-2012 The Relational Capital Group
Think “relationship
first”during all of
yourinteractions!!!
© 2008-2012 The Relational Capital Group
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The Relational Capital Group
The Relational Capital group offers the following services:– Workshops and executive retreats– Keynote talks by Ed Wallace– Webinars and Coaching programs – Read “Business Relationships That Last”””
Visit Max at www.relationalcapitalgroup.com to learn more!
© 2008-2012 The Relational Capital Group