Conn xn credentials june '13v2

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"Most  people  agree  that  rela.onships  are  important;  but  the  key  is  to  measure,  quan.fy,  and  leverage  them,  thereby  increasing  revenue  and  profit  opportuni.es!"      

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Brands  &  Products  I  have  worked  with…  

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What  do  I  do?

§  I work with B2B companies that have relationships with medium to large size customers who would like to elevate their existing relationships to becoming strategic partners in a way that is value added and measurable. 

§  I help companies to move from a Customer a Relationship transactional approach to a Customer Relationship Building Strategy.

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Today’s Discussion

q  Proposi.on  q  Perspec.ve  q  Process    

q  Workshops  q  Website  q  Working  Examples  

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     Theory                                              Prac.ce  

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The  Proposi.on  §  The  days  of  just  focusing  on  revenue  and  profit  targets  have  gone.  

§  A  Customer  Plan  is  required  to  make  Business  Plans  work.  

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§  Building  rela.onships  is  a  strategic  process,  not  just  transac.onal.  

§   We  need  to  understand  the  ‘Customer’s  Percep.on’  and  meet  their  needs.  

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Why  are  Rela.onships  Important?  

“All  things  being  equal,  people  buy  from  their  friends  -­‐  all  things  not  being  equal,  people  s.ll  buy  from  their  friends.”  

Mark McCormack

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How  do  we  Build  Rela.onships?  

“Building  rela.onships  needs  to  be  done  in  a  way  that  adds  value  so  as  to  ensure  that  it  happens  and  is  maintained.”  

Charles  BaSle  

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Today’s Discussion

q  Proposi.on  q  Perspec.ve  q  Process    

q  Workshops  q  Website  q  Working  Examples  

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     Theory                                    Prac.ce  

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Perspec.ve    

Where  we  are  now?  

What  do  we  need  to  accomplish?  

What  do  we  need  to  do?   Relationship

Engagement MAPPING

ASSESSING

DEVELOPING

Skills

Knowledge

Tools

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Today’s  Discussion  

q  Proposi.on  q  Perspec.ve  q  Process    

q  Workshops  q  Website  q  Working  Examples  

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Theory Practice

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1. UNDERSTANDING

7  Step  Rela.onship  Engagement    

Plan    

2. MEASURING

3. IDENTIFYING

4. ASSESSING 5. ANALYZING

6. DETERMINING

7. IMPLEMENTING

Situa.on  Summary  

Goals  

Key  Ini.a.ves  

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Process    

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Rela.onship  Mapping  –  How?  

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Fill  out  Key  Rela.onships  for  us  and  the  Customer  

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Today’s Discussion

q  Proposition q  Perspec.ve  q  Process

q  Workshops q  Website q  Working Examples

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Theory Practice

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Customer Perspective

Relationship Mapping

Client Insights

Client Attributes & Roles

Communications

Focused Relationship Plan

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Workshops

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What’s  in  the  Workshop?  §  Demonstrate  ways  to  beSer  to  reach  the  right  people  in  the  decision  chain.  

§  Understand  the  rela.onship  gaps;  thereby  improving  the  rela.onship  coverage  both  in  depth  and  breadth.  

§  Use  real  examples  in  a  risk  free  arena.  §  Maximize  communica.ons  by  developing  a  common  language.  

§  Cul.vate  and  strengthen  client  coverage.  §  Show  how  to  provide  beSer,  differen.ated  value  to  the  client.  

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Benefits  §  Builds  the  first  block  in  a  Rela.onship  Strategy  

Planning  process.    §  Increase  credibility,  and  be  seen  as  a  strategic  

partner.  §  Broaden  the  current  scope  of  engagement.  §  Be  beSer  able  to  influence  client’s  decisions  at  all  

levels.  §  Raise  the  bar  on  percep.on  of  Individuals  and  

Account  Teams  as  a  REAL  Partners.  

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Today’s  Discussion  

q  Proposi.on  q  Perspective q  Process

q  Workshops q  Website q  Working Examples

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     Theory                                          Prac.ce  

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Website  Support  

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21 © ConnXN 2012. Except as provided by the Copyright Act , no part of this publication may be reproduced, stored in a retrieval system or transmitted in any form or by any means without the prior written permission of the publisher. C

“All lasting business is built on friendship.”

Alfred A. Montapert The Supreme Philosophy of Man: The Laws of Life.

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