Relationships Matter!© The Relational Capital Group, 2008 1-2020 Relationships Matter! Transforming Relationships Into Raving Fans Nick Araco, CEO AchieveNEXT

© The Relational Capital Group, 2008-20201

Relationships Matter!

Transforming Relationships Into Raving Fans

Nick Araco, CEO AchieveNEXT


Nick AracoChairman and CEO, AchieveNEXT

About AchieveNEXT

AchieveNEXT, headquartered in Wayne, Pennsylvania, is a leading provider of Peer Advisory

Networks and specialized Career, Coaching, and Training and Development Services with a

relentless focus on top-line, bottom-line, and shareholder value.

AchieveNEXT’s Alliance Peer Advisory Networks are the leading peer advisory networks for more

than 8,000 Modern Finance and HR leaders representing middle-market and emerging enterprises

from diverse industries and markets. Alliance Network Members share their knowledge, insights,

advice and counsel virtually and in-person to ‘Make Connections That Count.’


2020 CFO/CHRO Sentiment...

WAYNE, Pa., January 15, 2020 (Newswire.com) In the Face of

Modest Risk of Recession and Rising Tensions in the Middle

East, AchieveNEXT’s Study Finds U.S. Finance and HR Leaders

Are Watchful, but Not Waiting, in 2020...

The Study identified five (5) critical areas of opportunity and issue that CFOs and CHROs

believe will define their enterprise success in 2020:

1. Finance and HR Leaders Are Watchful, but Not Waiting, for Recession.

2. Four Forces Will Drive Both CFO and CHRO Performance This Decade.

3. All Enterprises Will Need to Align Customer and Employee Experiences.

4. A Critical Directive for Finance and HR Leaders in 2020 Will Be Upskilling and Enabling

Talent.

5. Finance and HR Must Work Together to Improve Operational Decision Making.


In one word, define

“Culture”


“People like to work with people they __________________!”


89%of senior executives say…

relationships have a highly significant impact on their business resultsCandace Bennett and Associates Executive Survey


The

Relationship Challenge


The best relationships only work at 45% of their potential. Untapped

Potential

45%


use a formal process to

build business relationships!

Yet only…

24%

Source: Candice Bennett & Associates survey

Why is that?

24%


In fact, the weakest relationships are intra-

company among colleagues!


How’s your relationship with your CFO?


The 5 Principles of the Relational Leader


The Relationship Engine

#1

Display

Worthy

Intent


Worthy Intent

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


#1 Displaying Worthy Intent is all about…

Identifying colleague, team member, and business partner behaviors that validate your good intentions.

More simply stated, how are they responding to you? Evaluate substance and form.


#2 Care About GPS…

#1 Display

Worthy

Intent


Relational GPS®

Relational GPS is about really knowing people, not just knowing about them.


Relational GPS®

• To advance career to director level

Goals

• Traveling to Italy to connect with family members

Passions

• Securing resources for multiple projects

Struggles


#3 Interactions Matter

#1 Display

Worthy

Intent


Relational Micro-Moments: EX Drives CX and vice versa...

There is opportunity in EVERY interaction!

• Easy to do business with

• Web site navigation

• No extra fees for flight changes

• Easy mileage program

• Pick up the phone

• EE’s are fun to be around

• Staggered seating in the planes

• Flight attendant joke like, “Sorry folks, we’re early!”

• Equality vs. Equity

• Equality

• When all employees are empowered and feel empowered to bring their unique thoughts and ideas to the table, they know they’re being valued equally.

• Equity

• Giving each individual what they need to succeed as opposed to giving everyone in the enterprise the same thing.


How can you and HR make every interaction matter?

Capability Builder


“The biggest problem with process is___________________!”


“The biggest problem with process is PEOPLE!”


#4 Value PeopleBefore Processes

#1

Display

Worthy

Intent


# 5 Connect Performance to aPurpose

#1

Display

Worthy

Intent


People will perform at their best with a clear sense of purpose when challenged with the following five questions:

1. Who do you want to be?

2. How do you want to be perceived?

3. What are you here for?

4. What is most important to you?

5. What will your contribution be?


Relational Leaders…

…think “relationship first”during every interaction!!!


What’s Next?

• CFO-CHRO Sentiment Study/2-Minute Read

• Schedule a breakfast/lunch/dinner/drink/other to tackle GPS with a Relationship that you want to make a Raving Fan

• Discuss this with your Peers

Documents

Relationships Matter!© The Relational Capital Group, 2008 1-2020 Relationships Matter! Transforming Relationships Into Raving Fans Nick Araco, CEO AchieveNEXT