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

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

  1. Cover
  2. Table of Contents
  3. Title Page
  4. Foreword
  5. Chapter 1: 0 To 10 Relationship Management - A Storyboard Perspective
    1. 0 to 10RM - a storyboard perspective
  6. Chapter 2: The Framework
    1. Unpacking the 0 to 10RM Matrix
    2. Relationship types in brief
    3. The five elements of relationships
    4. The vendor, supplier and partner segments
    5. Relationship performance
    6. The two anchor points
    7. Secondary approaches
    8. The green line
    9. The ‘how to' plan
    10. Business implications surrounding the 0 to 10RM Matrix
    11. How to determine which relationship approach is appropriate
    12. Are some relationship types better than others?
    13. 0 to 10 relationship alignment diagnostic
    14. 0 to 10RM relationship strategy map
    15. The benefits of making relationship management a core competency
  7. Chapter 3: The 11 Relationship Types
    1. A relationship outside the three segments
    2. Vendor segment relationships for relationship types 1, 2, 3 and 4
    3. Supplier segment relationships for relationship types 5, 6 and 7
    4. Partner segment relationships for relationship types 8, 9 and 10
  8. Chapter 4: Key Components
    1. Leadership and value propositions
    2. Contracts and agreements
    3. Relationship charters
    4. Performance measurement and relationship KPI scorecards
    5. Risk–reward performance-based remuneration models
    6. Relationship plans
    7. Governance and structure
  9. Chapter 5: Let's Go Change Model
    1. People - you can't do business without them
    2. The Bus of Change
    3. Let's Go change model explained
    4. The process of the Let's Go change model
    5. Linking corporate culture and leadership
    6. Culture survey
    7. Three critical relationship roles
    8. Getting internal relationships right
  10. Chapter 6: The Relationship Development Curve
    1. The stages in the development curve
    2. Paradigm shifting
    3. The value question
    4. Crisis and opportunity management
    5. The four stages of relationship maintenance
    6. So why do relationships fail?
  11. Chapter 7: The 12/12/6 Roadmap Process
    1. The 12 motivators of the roadmap
    2. The 12 steps of the roadmap
    3. The six outcomes
    4. An example of a 12/12/6 roadmap
    5. Conclusion
  12. Appendix A: Master Negotiation Terms Sheet
  13. Appendix B: Activities
  14. Appendix C: Templates