Creating Relational Capital Ed Wallace Improving RESULTS Through RELATIONSHIPS.

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.


“People like to work with people they

________________________________!”

relationships have a highly significant impact on their business results.


Source: Candice Bennett & Associates survey, March 2009

89%of senior executives…

89%of senior executives…

use a formal process to build business relationships!


Why is that?

Yet only…

24%Yet only…

24%

Source: Candice Bennett & Associates survey, March 2009


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!”


Worthy Intent

“The inherent promise you make to keep the other person’s best interests at the core of your

business relationship!”


Your Worthy Intentions

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Essential Qualities of Relational Capital

Credibility

GPS®

12© 2009-2012 The Relational Capital Group


Essential Qualities of Relational Capital


Credibility

IntegrityAuthenticity

RelationalCapital

Relational Ladder®


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


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


Think “relationship

first”during all of

yourinteractions!!!


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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!


Creating Relational Capital Ed Wallace Improving RESULTS Through RELATIONSHIPS.

Documents

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