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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
• Jeff Jorge
– 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.
