“Influence the conversation and you'll
influence the business relationship. Influence the business
relationship and you'll influence the outcome you desire.”
Learn
about Relationship Economics (Wiley,
2008) 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,
listen to this interview of David Nour, business relationship expert
with Referal Coach Bill Cates:
Business relationship and social networking best practices for corporations, associations and entrepreneurs from business relationship expert David Nour.
Consulting, speaking, training, and a complete line of educational products to drive strategic and quantifiable results
