Book description
A practical guide for building and maintaining high performance business relationships
Every business sinks or swims on the quality of its relationships and alliances, whether they are between management and staff, departments, subsidiaries, partners, suppliers, or customers. It's no wonder then that building and maintaining high performance relationships has emerged as one of the hottest topics in today's hypercompetitive, global business environment. This indispensable guide will help you to understand what high performance relationships are and how they work. Written by a distinguished pioneer in the field, it explains what a high performance business culture populated by a fully engaged workforce looks like. It describes simple, proven strategies and techniques for implementing and sustaining high performance relationships, both internally, within your organizations, and externally. And, it details the many benefits that await business organizations of any size that place greater emphasis on relationship performance management.
Offers simple and effective methods for building successful business and organizational relationships
Concise and easy to read, this book provides a common language and practice for high performance relationship management and critical change management
Arms you with an array of tested-in-the-trenches tools for building robust and sustainable high performance business relationships
Table of contents
- Cover
- Table of Contents
- Title Page
- Foreword
- Chapter 1: 0 To 10 Relationship Management - A Storyboard Perspective
-
Chapter 2: The Framework
- Unpacking the 0 to 10RM Matrix
- Relationship types in brief
- The five elements of relationships
- The vendor, supplier and partner segments
- Relationship performance
- The two anchor points
- Secondary approaches
- The green line
- The ‘how to' plan
- Business implications surrounding the 0 to 10RM Matrix
- How to determine which relationship approach is appropriate
- Are some relationship types better than others?
- 0 to 10 relationship alignment diagnostic
- 0 to 10RM relationship strategy map
- The benefits of making relationship management a core competency
- Chapter 3: The 11 Relationship Types
- Chapter 4: Key Components
- Chapter 5: Let's Go Change Model
- Chapter 6: The Relationship Development Curve
- Chapter 7: The 12/12/6 Roadmap Process
- Appendix A: Master Negotiation Terms Sheet
- Appendix B: Activities
- Appendix C: Templates
Product information
- Title: Building High Performance Business Relationships: Rescue, Improve, and Transform Your Most Valuable Assets
- Author(s):
- Release date: October 2011
- Publisher(s): Wrightbooks
- ISBN: 9780730377740
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