Business Is a Contact Sport - download pdf or read online

By Tom Richardson and Augusto Vidaurreta

ISBN-10: 0028641639

ISBN-13: 9780028641638

ISBN-10: 1592570097

ISBN-13: 9781592570096

Enterprise is a touch activity simply because human touch, connection, and cooperation is the essence of commercial. Even in our transaction-driven, more and more digital global, reliable, long-lasting relationships are nonetheless basic to good fortune. but in so much businesses, relationships with consumers and staff or even extra so with providers, vendors, licensees, licensors, shareholders, creditors, strategic companions, board contributors, universities, charities, the media and the group are the main underutilized resources.

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Useful questions include these: PRINCIPLE #2: DEVELOP A GAME PLAN ❘ 35 Goals: ■ What are our revenue, profit, and other financial goals for the next year, two years, three years, and five years? ■ Where do we want to be in terms of market share, industry ranking, or competitive position in our area over the next one to five years? ■ What kind of company do we want to be? What do we want to stand for in our industry, in the community, and beyond? Which values do we want to project most forcefully to our stakeholders?

How do we know? Because when those people found new jobs and needed IT consulting services, they hired or recommended 22 ❘ BUSINESS IS A CONTACT SPORT us. They knew our work from their previous experiences with us. And they knew that we had their best interests at heart because we had offered them support when they needed it. So, our longer-term win was goodwill, an important component of any relationship asset. Actions like that—they’re not really “tactics” because you’re simply acting on your own best impulses—represent the daily, on-the-job implementation of RAM strategy.

Step 2 determines who will own the relationship and who should be on the team that will manage that relationship. This could mean simply confirming an existing arrangement, or it might involve assigning a new owner and a new contact team to the relationship. T H E C H I E F R E L AT I O N S H I P O F F I C E R In our view, every organization needs a senior person responsible for the relationship environment—a chief relationship officer, or CRO, if you will. In Principle #3, “Create Ownership for Relationships,” we will detail the role and responsibilities of this individual.

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Business Is a Contact Sport by Tom Richardson and Augusto Vidaurreta


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