Thriving in the New Relationship                          EconomyAugust 2012     © Engage Partnership Ltd, 2012   Page 1
The New Relationship Economy              • Old model is broken: Financial capital                focus does not work, cli...
The new relationship economy - The Truth              • It is all about relationships …                – relationships tha...
Evolving business data management              • Neoclassical economics focus (stock price, share                earnings,...
How to bridge financial & relationship capital                                  gap?              • Deploy the right metri...
EPL’s 7 Steps for behavioural performance                                                        BCR                      ...
Features & benefits                                                       EPL 7 Step                                      ...
Results?              • Could your company outperform its                competitors by 85% in sales growth and           ...
Interested?August 2012             © Engage Partnership Ltd, 2012   Page 9
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New Relationship Economy

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New Relationship Economy

  1. 1. Thriving in the New Relationship EconomyAugust 2012 © Engage Partnership Ltd, 2012 Page 1
  2. 2. The New Relationship Economy • Old model is broken: Financial capital focus does not work, clients are disgruntled and there is no trust • People make mistakes and business suffers from irrational judgments • Human economic behaviour is now recognised as the management strategy for leaders and business • Understanding & applying behavioural economic (BE) principles gives employee performance and trusted customer relationshipsAugust 2012 © Engage Partnership Ltd, 2012 Page 2
  3. 3. The new relationship economy - The Truth • It is all about relationships … – relationships that deliver value ... • value to business. • value to the customer.August 2012 © Engage Partnership Ltd, 2012 2011 Page 3
  4. 4. Evolving business data management • Neoclassical economics focus (stock price, share earnings, profit & growth) limits the business potential; they are trailing indicators only • New effective data surrounds leadership initiatives for BE • BE ensures the right performance metrics are in place • Focus turns to understanding how to emotionally engage employees and customers • BE Provides true leadership indicators of future financial performance & direct linkages to financial outcomesAugust 2012 © Engage Partnership Ltd, 2012 Page 4
  5. 5. How to bridge financial & relationship capital gap? • Deploy the right metrics • Build human capital management strategies around effects of behaviour on performance • ID the right people for the right position with the right skill set • Build emotional infrastructure based on behaviour to achieve consistent & sustained performanceAugust 2012 © Engage Partnership Ltd, 2012 Page 5
  6. 6. EPL’s 7 Steps for behavioural performance BCR workshop Relationship 121 capital Audit New model coaching firm intro 5 Day CPD Business Chartered model & 1 Day Insurance support Customer Workshop Institute sessions segmentation accredited focus 5 day CMI diploma Leadership in relationship capital Review 2: Close Review 1: Evaluation skill transfer assessmentAugust 2012 © Engage Partnership Ltd, 2012 Page 6
  7. 7. Features & benefits EPL 7 Step programme Option C £105,000 Full 7 step programme Option B £65,000 Training steps 1-5 Option A £25,000 Steps 1-3 Current firm Desired firm position position New regulations Resistance to What can you What we expect and current change & ‘grief’ Expect from EPL? from you? economic process •Change •Motivation conditions management •Resource dictate the old •Psychology for •Accountability financial capital success •100% supportive system is •Accredited broken training & coaching •Leadership diploma in relationship capitalAugust 2012 © Engage Partnership Ltd, 2012 Page 7
  8. 8. Results? • Could your company outperform its competitors by 85% in sales growth and 25% gross margin? A group of Gallup clients achieved this competitive advantage by applying behavioral economic principles. Applied behavioural economics = • Engaged employees R • Trusting customers O I • Profitable BusinessAugust 2012 © Engage Partnership Ltd, 2012 Page 8
  9. 9. Interested?August 2012 © Engage Partnership Ltd, 2012 Page 9

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