Results Through Relationships Building Trust, Performance, and Profit Through People

by Takash, Joe

• ISBN13: 9780470238264
• ISBN10: 0470238267
• eBook ISBN(s): 9780470443453
• Edition: 1st
• Format: Hardcover
• Copyright: 2008-09-16
• Publisher: Wiley

Summary

A career guide to more significant business results in a shorter period of time Results Through Relationships shows professionals how to establish break-through relationships with new prospects and their existing networks, including colleagues, bosses, customers, clients, vendors, and others. Many people assume that only new contacts will help them achieve their goals, but in reality, many breakthroughs happen within existing networks. This handy career guide focuses on the bottom-line behaviors that expedite trust, improve workplace performance, and increase profit. Author Joe Takash presents a nine-step process that anyone can master, and his formula proves that we're all in the relationship business first. Joe Takash (La Grange Park, IL) is a renowned professional speaker and business consultant. As President of Victory Consulting in Chicago, Illinois, the author has delivered more than 3,000 speeches throughout the country and his articles have been published in a variety of outlets, including Selling Power magazine, MSNBC.com, Crain's Business New York, Entrepreneur magazine, and Career Builder. His client list features numerous Fortune 100 corporations, including General Motors, American Express, and AIG.

Author Biography

Joe Takash is a renowned professional speaker and business consultant. As President of Victory Consulting in Chicago, he has delivered more than 3,000 speeches throughout the country, and has been quoted in or had his articles published in such outlets as Selling Power magazine, Investor's Business Daily, MSNBC.com, Crain's New York Business, Entrepreneur magazine, and CareerBuilder. His clients include such Fortune 100 corporations as General Motors, American Express, and AIG.

Table of Contents

Foreword	p. xiii
Acknowledgments	p. xvii
Introduction: Get Right to the Bottom Line	p. xix
Putting a Hard Line on Soft Skills	p. xxi
Behaviors or Bust	p. xxiii
Actions Get Outcomes	p. xxiv
Warning: The Higher You Go, the Bigger the Blindspots	p. xxiv
Simplicity Creates Sustainability	p. xxvi
How People Behave and Why They Don't Change	p. xxvii
How This Book Will Help You	p. xxix
The Benefits Approach: Helping You Own Your Results	p. xxxi
Be a Partner, Not an Order Taker	p. 1
Taking Second-Class-Citizen Status for Granted	p. 2
Ideal Partnerships	p. 5
Starting Off on the Right Foot	p. 9
Kindfidence	p. 12
Transitioning Relationships	p. 13
Reality Check: Is Resistance Coming from the Other Person ... or from You?	p. 16
Rewards Outweigh the Risks	p. 18
Impact: What Partnership Means to You	p. 22
Reveal Your Flaws without Fear	p. 23
Turn a Missed Opportunity into a Made One	p. 24
It Takes Strength to Admit Vulnerability	p. 27
A Potent Mixture	p. 31
Tips and Techniques: How to Reveal Your Flaws without Fear	p. 34
Bridging the Distance	p. 40
Offer Honest and Direct Feedback	p. 43
The Argument for Feedback	p. 44
Tips and Techniques for Leveling with a Person of Influence	p. 47
Troubleshooting: When the Feedback Session Doesn't Go as You Planned	p. 53
Benefits: How Feedback Impacts Relationships	p. 56
Getting Great Results	p. 58
Relish Productive Confrontations	p. 61
Disagree without Being Disagreeable	p. 63
But What If ...	p. 67
Productive Confrontation Steps	p. 70
Do You Want Witnesses?	p. 74
Dealing Directly with Difficult Issues	p. 76
Make Gratitude a Habit	p. 79
A Simple Thanks Will Do, and a Written Thanks May Do Better	p. 80
Dos and Don'ts	p. 82
Modes of Expression	p. 85
The Suck-Up Obstacle	p. 87
What Should I Express Appreciation About?	p. 89
Infusing Relationships with Trust, Loyalty, and Goodwill	p. 92
Become an Exceptional Listener	p. 95
Four Sins of Bad Listeners	p. 96
Practicing Silence and Other Listening Behaviors That Work	p. 100
Listen with the Selfless Attitude of a Saint	p. 105
Are You Listening? A Self-Audit	p. 106
The Foxhole Principle: Why You Can Depend on the Best Listeners	p. 109
Get to Know the Complete Person	p. 113
It's Not Enough to Know the Names of Your Boss's Kids and His Golf Handicap	p. 114
The Complete Person Questionnaire	p. 116
Getting Started: The Trick of Asking a Boundary-Crossing Question	p. 120
Are You Ready for Complete Relationships?	p. 122
It's Quality, Not Quantity	p. 126
Tell Yourself the Truth (and Get Others to Help You)	p. 127
Types of Self-Deception	p. 130
Results You Don't Want	p. 136
How to Start Telling Yourself the Truth	p. 138
Leveling with Yourself	p. 147
Give More than People Expect	p. 151
Giving Is an Attitude as Well as an Action	p. 153
Why We Fail to Give at the Office	p. 155
Making Contributions That Count	p. 158
How Do You Know What to Contribute?	p. 160
Contribution Words and Deeds	p. 163
Give from the Heart as Well as from the Head	p. 166
Maximize Your Return on Relationships	p. 169
Remind Yourself Why You Partner	p. 171
A Relationship-Driven World	p. 174
Troubleshooting: How to Keep Partnering Relationships in Good Shape	p. 177
Don't Place Limits on Your Business Relationships	p. 181
Reciprocity: The Importance of Scratching Backs	p. 182
There's Only so Much One Man (or Woman) Can Do, but No Limit to What Two Can Accomplish	p. 184
Index	p. 187
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