Relationship Economics® Newsletter
November 2007
Do you have a protectionist sentiment? And in terms of brand identity, what is really worth our loyalty? Even names have changed. Shell, for example, has in recent years become the Royal Dutch Shell Company. Loyalty to those who provide work here at home could certainly support our global competition for share of the work, for increased work share follows sales. Unfortunately, in the current political climate, there is a great deal of noise around a protectionist mindset.
Hope you'll enjoy this month's newsletter covering everything from protectionism to believing your own reputation capital, how to tactfully critisize to just one idea on how to cut down on the avalanche of daily emails. By the way, here is a recent quote from the social networking technology webinar:
"I've been using LinkedIn for about a year, and I learned more in a couple of hours with you than I have in 12 months on my own."
Dr. Paul Schempp, Performance Matters, Inc.
Check it out and get connected online...
The Protectionist Sentiment
At a recent Society for International Business Fellows (SIBF) luncheon, a speaker with an impressive background in both the domestic and international financial sectors shared some speculative and provocative insights on the quaintness of the protectionist sentiment and the idea of economic nationalism.
To give you some background, Atlanta is the sixth Federal Reserve district covering Georgia, Alabama, parts of Mississippi and Tennessee, Florida, and the southern half of Louisiana. This region populates 45 million people and has an estimated economy of $2 trillion, which is roughly 13% of the U.S. economy. If this district were a country, its economy would be between those of Italy and Canada or roughly the eighth largest in the world.
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Do You Believe In Your Own Reputation Capital?
In his book, Social Intelligence, Daniel Goleman explains that one million years of evolution has given human beings the capability to “read” facial expressions, voice tonalities and body movements to determine whether or not someone else constitutes a threat.
As a result, most people we engage with relationship-centric purposes both within and external to the organization are fairly good “lie detectors” and, at least at a visceral level, can gauge an honest or dishonest nature.
In sales and professional services, strategic relationships must be congruent with your Reputation Capital®.
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What Do You Do When Your Prospect Is Clueless?
In old school selling, we were always taught that the customer is always right. But are they really? Last time I checked, customers are comprised of individuals. Every day average Joes like you and me. And I make a lot of mistakes (which is often reinforced by my wife).
If you have been selling for any decent period of time, you are bound to run into a prospect who you really like and want to do business with, but whom you have found to be outright clueless, undereducated, highly opinionated, and most dangerous of all – extremely short sighted.
It has been said that price is typically an issue when there is an absence of perceived value. But how do you deal with bureaucracy? What about decisions by committee or worse yet, the decision to remain with the status quo? When memos and meetings are the currency of the realm, how do you cut through the clutter to elevate the conversation to value-based and strategic vs. the mundane and minutia? If you bring efficiency and effectiveness to an organization that simply is not capable of executing on those world class best practices, then what?
At that point, you basically have three choices:
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New Strategic Alliance: PDUs2Go
Are you a certified project manager in search of PMP renewal certification hours? Are you considering getting PMI-certified and need some hours before the end of the year? Check out our new new strategic alliance relationship with PDUs2Go where you can earn 10 PDUs for a Relationship Currency® training course. While you're there, you may also want to check out their other offerings.
We hope you enjoy this month's Relationship
Economics® Newsletter and will forward it to colleagues you deem of
value.
Here is to your strategic relationship success,
David
David Nour - Managing Partner |
Author | Social Networking Catalyst
Relationship Economics - Atlanta
404-419-2115 x9101
dnour@nourgroup.com
