5 Skills for Successful Relationship Management
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Transcript of 5 Skills for Successful Relationship Management
5 Skills for Successful Relationship Management
• Establish value & credibility • Demonstrate alignment • Tailor communications• Project desired image
Establish your position for share of mind
Attract high value relationships for share of opportunities
• Network strategically• Identify & know your VIPs• Find common denominators• Diversify your network• Be a talent hunter• Interpret client information• Generate referrals/
opportunities
Become a trusted advisor & resource for share of learning
• Help others achieve their goals
• Focus on continued improvement
• Adjust to styles• Apply coaching skills: Attend • Inquire • Reflect Challenge • Affirm
Create & leverage value for share of resources
• Think value in every interaction
• Drive vision & influence• Contract clearly• Delegate laterally• Facilitate groups
Implement a stay-in-touch program for share of loyalty
• Demonstrate & cultivate loyalty
• Drive customer value• Enhance point of contact• Implement relationship plans • Provide recognition/
Thank You’s• Track client activity
Relationship Management Is Like Fitness Training & Athletics
• Mastery is possible• Art & Science• Discipline• Unintended Benefits• Flow
• Goal setting • Levels: novice, advanced• Progress is measurable• Entropy
Behavior, Attitude, Technique!