Post on 24-May-2015
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"Most people agree that rela.onships are important; but the key is to measure, quan.fy, and leverage them, thereby increasing revenue and profit opportuni.es!"
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Brands & Products I have worked with…
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What do I do?
§ I work with B2B companies that have relationships with medium to large size customers who would like to elevate their existing relationships to becoming strategic partners in a way that is value added and measurable.
§ I help companies to move from a Customer a Relationship transactional approach to a Customer Relationship Building Strategy.
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Today’s Discussion
q Proposi.on q Perspec.ve q Process
q Workshops q Website q Working Examples
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Theory Prac.ce
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The Proposi.on § The days of just focusing on revenue and profit targets have gone.
§ A Customer Plan is required to make Business Plans work.
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§ Building rela.onships is a strategic process, not just transac.onal.
§ We need to understand the ‘Customer’s Percep.on’ and meet their needs.
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Why are Rela.onships Important?
“All things being equal, people buy from their friends -‐ all things not being equal, people s.ll buy from their friends.”
Mark McCormack
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How do we Build Rela.onships?
“Building rela.onships needs to be done in a way that adds value so as to ensure that it happens and is maintained.”
Charles BaSle
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Today’s Discussion
q Proposi.on q Perspec.ve q Process
q Workshops q Website q Working Examples
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Theory Prac.ce
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Perspec.ve
Where we are now?
What do we need to accomplish?
What do we need to do? Relationship
Engagement MAPPING
ASSESSING
DEVELOPING
Skills
Knowledge
Tools
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Today’s Discussion
q Proposi.on q Perspec.ve q Process
q Workshops q Website q Working Examples
© ConnXN 2012. Except as provided by the Copyright Act , no part of this publication may be reproduced, stored in a retrieval system or transmitted in any form or by any means without the prior written permission of the publisher. C
Theory Practice
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1. UNDERSTANDING
7 Step Rela.onship Engagement
Plan
2. MEASURING
3. IDENTIFYING
4. ASSESSING 5. ANALYZING
6. DETERMINING
7. IMPLEMENTING
Situa.on Summary
Goals
Key Ini.a.ves
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Process
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Rela.onship Mapping – How?
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Fill out Key Rela.onships for us and the Customer
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Today’s Discussion
q Proposition q Perspec.ve q Process
q Workshops q Website q Working Examples
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Theory Practice
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Customer Perspective
Relationship Mapping
Client Insights
Client Attributes & Roles
Communications
Focused Relationship Plan
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Workshops
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What’s in the Workshop? § Demonstrate ways to beSer to reach the right people in the decision chain.
§ Understand the rela.onship gaps; thereby improving the rela.onship coverage both in depth and breadth.
§ Use real examples in a risk free arena. § Maximize communica.ons by developing a common language.
§ Cul.vate and strengthen client coverage. § Show how to provide beSer, differen.ated value to the client.
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Benefits § Builds the first block in a Rela.onship Strategy
Planning process. § Increase credibility, and be seen as a strategic
partner. § Broaden the current scope of engagement. § Be beSer able to influence client’s decisions at all
levels. § Raise the bar on percep.on of Individuals and
Account Teams as a REAL Partners.
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Today’s Discussion
q Proposi.on q Perspective q Process
q Workshops q Website q Working Examples
© ConnXN 2012. Except as provided by the Copyright Act , no part of this publication may be reproduced, stored in a retrieval system or transmitted in any form or by any means without the prior written permission of the publisher. C
Theory Prac.ce
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Website Support
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21 © ConnXN 2012. Except as provided by the Copyright Act , no part of this publication may be reproduced, stored in a retrieval system or transmitted in any form or by any means without the prior written permission of the publisher. C
“All lasting business is built on friendship.”
Alfred A. Montapert The Supreme Philosophy of Man: The Laws of Life.
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