Building High Performance Business Relationships Rescue, Improve, and Transform Your Most Valuable Assets

by Lendrum, Tony

• ISBN13: 9780730377740
• ISBN10: 0730377741
• Edition: 1st
• Format: Paperback
• Copyright: 2011-11-21
• Publisher: Wiley

Summary

High performance relationship management is one of the fastest growing areas in business management today. The pressingneed for an engaged workforce, high performance culture and successful alliances and business connections has put a renewedfocus on relationship management. This indispensable guide will help you understand what high performance relationships are,how to implement and sustain them and how your business can benefit from them. The book is practical, thought provoking, easy to read and comprehensive. It will provide an excellent toolkit for buildingrobust and sustainable, high performance business relationships. Building High Performance Business Relationships will be relevant to: Relationship Managers Partnering and Alliance Managers Senior Managers and Account Executives Procurement Managers / Specialists Business Development Managers Sales Manager and Marketing Managers Key Account Managers National and Global Account Managers Project Managers Consultants Trainers, Coaches, Facilitators

Author Biography

Tony Lendrum is the founder and director of the management consulting firm Strategic Partnering Pty Ltd, which works with organisations interested in pursuing the benefits of high performance relationship management and strategic partnering. With over 30 years' business experience, Tony has established himself globally as a recognised authority, facilitator and coach in these fields. He is the author of The Strategic Partnering Handbook, now in its fourth edition, and The Strategic Partnering Pocketbook. Visit Tony Lendrum's 0 to 10 Relationship Management website at www.0to10rm.com.

Table of Contents

About the author	p. vii
Acknowledgements	p. ix
Introduction	p. xi
0 to 10 Relationship Management - a storyboard perspective	p. 1
Framework and components of 0 to 10 Relationship Management	p. 29
The framework	p. 31
The 11 relationship types	p. 61
Key components	p. 117
People and change	p. 159
Let's Go change model	p. 161
Journey management	p. 183
The relationship development curve	p. 185
The 12/12/6 roadmap process	p. 205
Master negotiation terms sheet	p. 247
Activities	p. 253
Templates	p. 265
References	p. 273
Index	p. 277
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