“Influence the conversation and you'll
influence the relationship. Influence the
relationship and you'll influence the outcome you desire.”
Learn
about Relationship Economics (Wiley) by David Nour |
Do you "network" or
do you build lasting
business relationships?
Ask anyone about networking and they're
likely to describe it as a necessary evil, or a must to find a job,
your way around a new city, industry, role, customers or suppliers. By
definition, the overall concept of "net-working" conveys
a chore and something many feel that they have to-do versus the development
of a set of business relationship skills instrumental to personal
and professional development. It's also one letter away from "not-working!"
Conversely, ask them about business relationships and
they use terms such as trust, influence, long term and a deep sense of
mutual benefit. Having read over 100 books on interpersonal business
relationships and collaborating with social networking thought-leaders
around the world, most of the content in the market today is focused
on the art of building business relationships - how to get and
give business cards, build your "networking survival guide" or
become a "conference commando." The science is
often - well, too academic.
What is missing is a hybrid approach - more specifically,
the systematic, quantifiable transformation of an individual, a team
or an organization's most valuable business relationships into business
development success, world-class customer service, and project management
performance. Through the Strategic Relationship Planning™ (SRP)
process, our team has developed business relationship matrix, indices,
and scorecards intended to redefine ROI as a Return on Involvement™,
Return on Influence™, Return on Integration™, and Return
on Image™. In short, a return on business relationship investments
toward getting things done!
For an overview of Relationship Economics,
watch this interview of David Nour, business relationship expert:
|
