Investing in Relational Capital. “People buy from people they ________________________!”...

Investing in Relational Capital

“People buy from people they

________________________!”

Copyright © The Relational Capital Group 2008-2011 2

“People buy from people they

share a common goal with!”

Copyright © The Relational Capital Group 2008-2011 3

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relationships have a highly significant impact on their business results.

Source: Candice Bennett & Associates survey, March 2009

89%of senior executives…

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use a formal process to build business relationships!

Why is that?

Yet only…

24%

Source: Candice Bennett & Associates survey, March 2009

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The Relational Capital Group (RCG)

Since 2006, RCG has been helping companies identify, measure, and advance the key relationships that most impact their performance

– Relational Competency Development Programs

– RQ® Technology Solutions

– RCG’s Relational Ladder®• Not Another Sales Methodology• Repeatable Process

– More than 50,000 relationships assessed

Customer Success Stories

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Intentionality

Unintentional Relationships

Lower conversion rates

Competitive risk

Increased costs of sale

Increased costs of sustainment

Intentional Relationships

Higher visibility with key contacts

Increased customer loyalty

Increased competitive intelligence

Increased individual performance

“Competitor Proof” your customer-facing team

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Relational Capital

The “distinctive value” created by people in a business relationship

The “little extras!”

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Worthy Intent

“The inherent promise you make to keep the other person’s best interests at the core of your

business relationship!”

© 2008-2012 The Relational Capital Group

Essential Qualities of Relational Capital

Credibility

IntegrityAuthenticity

RelationalCapital

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Relational Ladder®

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Relational Ladder® Process

GPS®

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Action Point - GPS

Identify a goal, passion, or struggle for each of your relationships.

Relational GPS®:Goals:

Passions:

Struggles:

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Relational Ladder® Process

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Relational Ladder® Process

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Relational Ladder® Process

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Relational Ladder® Process

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Relational Ladder® Process

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Respected Advisor Relationships

• Share business and personal goals, passions, and struggles

• Include you in their strategic planning processes

• Provide you with early warning signs

• Ask for your help

• Initiate unsolicited referrals on your behalf

23© 2008-2012 The Relational Capital Group

“Plans are only good intentions unless they immediately degenerate into hard work!”

Peter Drucker

Put the “R” into your CRM

RQ® for Salesforce – Intentions and Purposes

• Individual Relational Skills Development– RQSF helps individuals prioritize, analyze, and develop specific action

plans to advance their most important business relationships

• Organizational RC Development– RQSF helps organizations build a pervasive competency and visibility

around competitively developing relationships

• Organizational Relational Strategy Execution– RQSF helps organizations design, implement, and govern relational

development strategies

RQ® for Salesforce – Outcomes

• Increased individual relationship skills

• Improved performance (individual and organizational)

• Increased collaboration around account and relationship planning – becomes part of your workflow

• Greater organizational visibility into key relationships

• Your competition is not doing this!

Easy to Implement and Adopt

• Completely Native Force.com application (No integration)

• Simple setup and configuration

• No changes to existing security model

• Standard interface and navigation structures

• Integrated with Account and Contact pages

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Think “relationship

first”during all of

yourinteractions!!!

© 2008-2012 The Relational Capital Group

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Creating Relational Capital™

• Ed Wallace - Chief Relationship Officer

– edwallace@relcapgroup.com

• Jeff Jorge

– Jeff.Jorge@GDP-inc.com

– www.relationalcapitalgroup.com

• This material is owned by, and the property of The Relational Capital Group®. This material is intellectual property and is confidential. Any reproduction, copying, or other use of this material in any manner without the express written permission of the owner is strictly prohibited.

• Relational Ladder, Relational GPS, ROC, Relational Capital Gains, RQ, RQ Pro, and Relational Capital Action Planner are registered trademarks of The Relational Capital Group.