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Standard of trust sales presentation deck april 2012
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Standard of trust sales presentation deck april 2012

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This deck articulates the current relationship management challenges facing many firms today and the needs to optimize and operationalize social relationships by creating Relationship Capital (RC)

This deck articulates the current relationship management challenges facing many firms today and the needs to optimize and operationalize social relationships by creating Relationship Capital (RC)

Published in Business , Technology
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  • 1. Relationship Capital (RC) Capture Measure Flourish
  • 2. Agenda • Companies and Relationships • The Relationship Economy is NOW • The Standard of Trust Approach4/16/2012 Copyright 2012 Standard of Trust All Rights Reserved 2
  • 3. All Businesses Begin—And End— With Relationships4/16/2012 Copyright 2012 Standard of Trust All Rights Reserved 3
  • 4. When Asked, Many Executives Claim ―Relationships Are Critical To Our Business‖ Employees Suppliers Enterprise Customers Markets4/16/2012 Copyright 2012 Standard of Trust All Rights Reserved 4
  • 5. Yet Do Precious Little To Optimize Them • Organization Development Employees • Training • Retention Programs • CRM Customers • Sales force management • Scorecards Suppliers • Vendor Negotiations • Public Relations Markets • Quarterly Reports4/16/2012 Copyright 2012 Standard of Trust All Rights Reserved 5
  • 6. Unfortunately, Most Businesses Treat Relationships As A Means To An End4/16/2012 Copyright 2012 Standard of Trust All Rights Reserved 6
  • 7. Relationships Drive The Engines Of The Relationship Economy…4/16/2012 Copyright 2010 2012 Standard of Trust All Rights Reserved 7
  • 8. Quality of Relationships Drive Performance4/16/2012 Copyright 2012 Standard of Trust All Rights Reserved 8
  • 9. …And Relationship Capital Is Its Currency4/16/2012 Copyright 2012 Standard of Trust All Rights Reserved 9
  • 10. Relationship Capital Builds Your “Brand” In The Marketplace Branding is used to present a consistent ―picture‖ of you in the marketplace • Branding tells others who you are • Branding helps others know what you stand for • Branding is a way to communicate your reputation • Branding is a vehicle to proactively manage your reputation Creating Relationship Capital is a critical part of your organization’s branding efforts4/16/2012 10 Copyright 2012 Standard of Trust All Rights Reserved
  • 11. Relationship Capital (RC) Is A Fundamental Measure of How Your Company Is Doing In The Marketplace RC makes you findable RC is a catalyst for by others building trust with and transmits people who don’t your already know you reputation on the RC brings internet and opportunities to you elsewhere based on your public reputation RC is based on a mindset of Doing The Right Thing in business: Transparency/Honesty, Accountability/Responsibility, Going the Extra Mile, Support, Empathy/Understanding4/16/2012 Copyright 2012 Standard of Trust All Rights Reserved 11
  • 12. The ―Do The Right Thing Mindset‖ Is The Core Of the Standard of Trust Approach… The “Do The Right Thing Mindset” embodies the business values/characteristics necessary for operationalizing relationships in business Transparency/ Honesty Responsibility/ Accountability Go The Extra Mile Support Empathy/ Understanding 124/16/2012 Copyright 2012 Standard of Trust All Rights Reserved
  • 13. DTRT Relationship Maturity Model (DTRT-RMM)4/16/2012 13 Copyright 2010 L2012 Standard of Trust All Rights Reserved
  • 14. …Translating Into Excellence in Execution… Quality Service/ Delivery Governance / Focus Control Do the Right thing Mindset Capability Collaboration4/16/2012 Copyright 2012 Standard of Trust All Rights Reserved 14
  • 15. …And Generating Relationship Capital Trust Respect Commit ment Relationship Capital Copyright 2012 Standard of Trust All Rights Reserved4/16/2012 15
  • 16. Relationship Capital (RC) Creates Success New Customers New Talent Attraction Shareholders Partners Economic Product Life Sustainability Competitive Advantage Processes Customers Profitability Employees Key Suppliers Retention Partners Revenues Market Share Geographies Capitalization Growth New Products/Services4/16/2012 Copyright 2012 Standard of Trust All Rights Reserved 16
  • 17. Tomorrow’s winners will embrace the Relationship Economy as a way of business • Tomorrows winners will be the companies who change their underlying business models or channels in a way that is creative, revolutionary, and difficult to mimic • A Relationship Economy represents a fundamental change in the way companies relate to/with internal and external stakeholders • Relationship Capital is the primary currency of the Relationship Economy: Building it, investing in it, trading it4/16/2012 Copyright 2012 Standard of Trust All Rights Reserved 17
  • 18. So, If Relationships Are Critical To Your Business… Employees Suppliers Enterprise Customers Markets4/16/2012 Copyright 2010 Libertango Partners LLC All Rights Reserved 18
  • 19. And This Is What You Are Doing About Them… • Organization Development Employees • Training • Retention Programs • CRM Customers • Sales force management • Scorecards Suppliers • Vendor Negotiations • Public Relations Markets • Quarterly Reports4/16/2012 Copyright 2012 Standard of Trust All Rights Reserved 19
  • 20. How Is That Working For You? • When times are hard, do you – Raise prices? – Demand extended payment terms from vendors? – Put downward pressure on prices from suppliers? – Lay off employees? • Or, do you – Work with customers, suppliers and employees to create new products or services that will be successful in the marketplace? – Eliminate waste in your business processes and in your interactions with customers, suppliers and employees? – Collaborate with customers, suppliers and employees to identify ways to cut costs in your operations without sacrificing quality or service levels or people? – Approach your key customers and suppliers and focus on ways to help them survive?4/16/2012 Copyright 2012 Standard of Trust All Rights Reserved 20
  • 21. If You Think You Should Be Doing Better— Call Standard of Trust • Relationship Capital assessments for Departments, Divisions, entire Organizations • Roadmaps to repair relationships with Employees, Customers, Suppliers and Markets • Integrate Enterprise Relationship Management into strategic planning • Generating Relationship Capital (RC) • Operationalize your Relationships4/16/2012 Copyright 2012 Standard of Trust All Rights Reserved 21
  • 22. Standard of Trust • Our vision – – An efficient economy in which companies operationalize their relationships and use relationship capital as a competitive advantage, to drive growth and become more efficient - To become relationship capitalists • Our Mission – – The Standard of Trust mission is to assist clients to optimize Enterprise Relationship Capital Management so they can compete and thrive in the Relationship Economy.4/16/2012 Copyright 2012 Standard of Trust All Rights Reserved 22
  • 23. Standard of Trust • Rob Peters –Rob.Peters@StandardofTrust. com –O: 847-698-3614 –Twitter: @StandardofTrust4/16/2012 Copyright 2012 Standard of Trust All Rights Reserved 23
  • 24. We are Relationship Capitalists4/16/2012 Copyright 2012 Standard of Trust All Rights Reserved 24