Relationship Economics E-Book

David Nour

• Herausgeber: John Wiley & Sons
• Kategorie: Fachliteratur
• Sprache: Englisch

Seitenzahl: 382

Veröffentlichungsjahr: 2011

Beschreibung

A revised and updated guide to bridging relationship creation with relationship capitalization Relationship Economics isn't about taking advantage of friends or coworkers to get ahead. It's about prioritizing and maximizing a unique return on strategic relationships to fuel unprecedented growth. Based on the author's global speaking and consulting engagements, Relationship Economics reveals that success comes from investing in people for extraordinary returns. This revised and updated version explains the three major types of relationships--personal, functional, and strategic--and how to focus each to fuel enterprise growth. It introduces new concepts in relationship management, including the exchange of Relationship Currency¯®, the accumulation of Reputation Capital¯®, and the building of Professional Net Worth¯®. These are the fundamental measures of business relationship, and once you understand them, you'll be able to turn your contacts into better executions, performance, and results. "David Nour is the definitive expert on strategic relationships. He has captured practical, pragmatic, and timely insights in Relationship Economics and has been a valuable resource to my sales transformation efforts." --RANDY SEIDL, Senior VP, Enterprise Servers, Storage and Networking, Americas, HP "Although many understand the importance of relationships, the quantifiable and strategic values of relationships are often underemphasized. David Nour has done just that in??Relationship Economics."?? --CRAIG LEMASTERS, President and CEO, Assurant Solutions "If a man is judged by the company he keeps, David Nour's Relationship Economics provides a systematic approach to building value in that judgment. The concepts reach well beyond networking to building lasting and productive relationships." --DENNIS SADLOWSKI, former president and CEO, Siemens Energy & Automation, Inc.

Leseprobe

Contents

Cover

Contents

Series Page

Title page

Copyright

Foreword: The Strategic Value of Business Relationships

Preface

Acknowledgments

Chapter 1: Why Most “Networking” Doesn’t Work!

Top 10 Reasons Why Networking Doesn’t Work

Chapter 2: The Evolution of Quantifiable Relationships

Product of the Advice We Take

Three Attributes of Organizational Growth

A Relationship-Centric Culture

The Misperceived Value of a Rolodex

Strategic Relationships On-Boarding

ROI Reinvented

Chapter 3: Strategic Relationship Planning

Fundamental Flaw in Strategic Planning

Strategic Relationship Planning

Eight Pillars of Strategic Relationship Planning

Strategic Relationship Plan Blueprint

Chapter 4: Understanding the Science of Social Network Analysis (SNA)

Brief Overview of Social Network Analysis (SNA)

Organizational Application of SNA and Resulting Impact

Five Functional Areas Where SNA Can Be Most Applicable

Chapter 5: Relationship-Centric Goals for Revenue Growth

Fundamental Difference between Brand Awareness and Business Development

Why Many Accountants, Lawyers, Consultants, and Engineers Struggle in This Area

Flaws in Professional Certification Processes

Competency and Trust as Critical Components of Reputation Capital

Relationship-Centric Goals

Chapter 6: Pivotal Contacts for Leadership Development

Myopia in Leadership Development

Inclusion as a Strategic Asset

Diversify Your Portfolio of Relationships

Pivotal Contacts

Sources of Pivotal Contacts: Hubs and Spokes

Pivotal Contact Prioritized Matrix of Relationship Investments

Chapter 7: Relationship Bank for Strategy Execution

No Shortage of Strategy Formulation

Frustrations of Strategy Execution

Relationship Bank as a Key Enabler

Diversity, Quality, and Required Investment Efforts

Chapter 8: Relationship Currency for Adaptive Innovation

Exchanging Relationship Currency

30-, 60-, and 90-Day Personal Relationship Plan

Less Expensive to Innovate Than to Advertise

Adaptive Innovation

Relationship-Centric Innovation Value Disruption

Portfolio of Relationships as a Differentiating Asset

Chapter 9: Transforming

Us

and

Them

into

We

Strategic Relationships of Key Agents in Navigating Change

Network of Influencers as a Strategic Asset in Change Management

Beyond Influencers to the Influenced

Change through Mergers and Acquisitions

Lack of Candor and Stand in Corporate America

100-Day Action Plan for Large-Scale Change or Mergers and Acquisitions

Chapter 10: Social Media and Business Relationships

“Social” Defined

A Core Shift in Buyer Behavior

Greater Impact of Influencers on the Decision Process

Social Search Addresses Key Challenges with Traditional Search Engines

Reinventing Relationships in a Postdigital World

Meet Our Content Curators

What’s Your Social Media Policy?

Social Market Leadership—What’s Your Next Move?

Tomorrow’s Social CEO

Final Thoughts

About the Author

David Nour Speaking Topics

Relationship Economics®: The Art and Science of Relationships

Customer Economics™: Fueling Enterprise Growth Through a Holistic Social Customer Life Cycle

Adaptive Innovation™: Adaptable Business Models for Changing Market Demands

ConnectAbility™: Eight Keys to Building Strong Partnerships with Your Colleagues and Your Customers

Inner Circle™: Who Are You Listening To?

The Immigrant Success DNA: What Immigrants Do That Americans Have Forgotten!

Flight Risk™: Why Most High Potentials Leave!

Delivery Options

Index

End User License Agreement

List of Illustrations

Chapter 1: Why Most “Networking” Doesn’t Work!

FIGURE 1.1 Consistent E-Mails Updating the Team on PYB’s Progress

FIGURE 1.2 TheyRule.net Board-Level Social Network

FIGURE 1.3 Strategic Relationship Triangulation

Chapter 2: The Evolution of Quantifiable Relationships

FIGURE 2.1 Sample Success Map

FIGURE 2.2 The Slope or Gradient of Growth

FIGURE 2.3 The Traditional Concept of Torque

FIGURE 2.4 Speed of Growth in New Market Penetration

FIGURE 2.5 The Profitability of Growth

FIGURE 2.6 Return on Human Capital

FIGURE 2.7 Return on Impact Matrix

Chapter 3: Strategic Relationship Planning

FIGURE 3.1 Existing, Anticipated, and Created Relationships

FIGURE 3.2 Relationship Dynamics Chart and Traditional Organizational Chart

FIGURE 3.3 Critical Attributes of Corporate Reputation

FIGURE 3.4 Early Stage of a Team’s Relationship: Bowtie Effect

FIGURE 3.5 Developed Stage of a Team’s Relationship: Shoestring Model

FIGURE 3.6 Sample Relationship Involvement Matrix

Chapter 4: Understanding the Science of Social Network Analysis (SNA)

FIGURE 4.1 Sample SNA Diagram

FIGURE 4.2 Sample PeopleMaps Social Network

Chapter 5: Relationship-Centric Goals for Revenue Growth

FIGURE 5.1 Up-Sell–Cross-Sell Matrix.

Chapter 6: Pivotal Contacts for Leadership Development

FIGURE 6.1 Pivotal Contact Attributes

FIGURE 6.2 Pivotal Contact Prioritization Matrix

FIGURE 6.3 Spectrum of Access Radar

Chapter 7: Relationship Bank for Strategy Execution

FIGURE 7.1 Ten Schools of Strategy

FIGURE 7.2 Strategy Execution Pyramid

FIGURE 7.3 Barriers to Strategy Execution

FIGURE 7.4 Relationship Value Pyramid

FIGURE 7.5 Relationship Bank Attributes

Chapter 8: Relationship Currency for Adaptive Innovation

FIGURE 8.1 Adaptive Innovation Value Chain

Chapter 9: Transforming Us and Them into We

FIGURE 9.1 Problem Solving

FIGURE 9.2 Real Change Management

Chapter 10: Social Media and Business Relationships

FIGURE 10.1 Evolution of the Social Customer Life Cycle

FIGURE 10.2 Traditional Selling and Buying Processes

FIGURE 10.3 New Norm of Socially Enabled Buying Process

FIGURE 10.4 1 to Everything: A Customer’s View of the Connected World

FIGURE 10.5 Social Search

FIGURE 10.6 Holistic Customer Life Cycle

Guide

Cover

Table of Contents

Begin Reading

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Praise for Relationship Economics, Revised and Updated Edition

“In today’s networked world, relationships are everything. David shows you how to build lasting, mutually beneficial relationships. Read this book—build your network!”

—Marshall Goldsmith,New York Times best-selling author of What Got You Here Won’t Get You There and Mojo; executive coach to global CEOs

“Relationship Economics is a terrific guide, filled with good, practical advice for building valuable, lasting relationships that can help you and your organization succeed.”

—Richard Girgenti,National Practice Leader, KPMG

“Relationship Economics is about so much more than networking—it’s a systematic approach to building and nurturing relationships to get things done.”

—William L. Koleszar,Senior Vice President and Group Marketing Officer, BBVA Compass

“Social capital is essential for success, and Relationship Economics provides an approach to enhancing its value.”

—Terry C. Blum,Director, Institute for Leadership and Entrepreneurship, Georgia Tech College of Management

“In any industry, strategic relationships are instrumental to your success to drive profitable, long-term growth. David Nour has captured that essence in Relationship Economics.”

—Randy Martinez,Colonel, USAF (Ret.) and Group Vice President, Government and Defense Services, AAR Corporation

“In Relationship Economics, David Nour highlights very timely concepts and successfully points out that with today’s technology and global knowledge, we are able to formulate personal, functional, and strategic relationships essential to our success.”

—Peter M. Sontag,Chairman, Orthopedic Development Corporation

“Forget cold calling. It’s still about who you know, and Relationship Economics paves the fastest and most disciplined process for building a world-class portfolio of quantifiable and strategic business relationships.”

—Greg Alexander,CEO of Sales Benchmark Index; author of Making the Numbers and co-author of Topgrading for Sales

“A fantastic read, constantly weaving great ideas with practical applications. You’ll never look at business relationships the same way again.”

—Rick Frishman,Founder, Planned Television Arts; Publisher at Morgan James Publishing

relationship economics

Transform Your Most Valuable Business Contacts into Personal and Professional Success

Revised and Updated

David Nour