Business Relationships That Last

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  • Format: Hardcover
  • Copyright: 2009-10-01
  • Publisher: Greenleaf Book Group Llc
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The first systematic program for advancing business relationships. In five easy-to-follow steps, the book shows how to transform any casual business relationship into a valuable source for revenue, leads, and advice. Author Ed Wallace combines memorable anecdotes with a clear theoretical framework that shows individuals how to leverage their hard business skills with the often-overlooked soft skills of relationship building. In a recent survey, 88 percent of executives indicated that the strength of their client, customer, and referral relationships was critical to achieving their goals each year. But only 25 percent of those same executives said they had a formal process for planning, managing, and growing business relationshipsand 73 percent of the group surveyed said they would be very interested in reading a book on this topic. Business Relationships That Last delivers the process that so many people and organizations need.

Table of Contents

Forewordp. xi
Acknowledgmentsp. xv
Introductionp. 1
What is Relational Capital?
It's the Little Extras!p. 7
Success Is Not a Secretp. 17
Essential Qualities: Credibility, Integrity, and Authenticityp. 35
Process Makes Perfectp. 51
The 5 Steps to Transform contacts into High-Performing Relationships
Establishing Common Groundp. 63
Displaying Integrity and Trustp. 91
Using Time Purposefullyp. 109
Offering Helpp. 121
Asking for Helpp. 135
Action Planning
Discovering Your RQp. 155
Creating and Sustaining Your Action Planp. 165
Relational Capital Gainsp. 181
Action Planp. 191
Relational Capital Litep. 195
Table of Contents provided by Ingram. All Rights Reserved.

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