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Mbap2011 Rice Relationship Mmgt Part I Final

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Mbap2011 Rice Relationship Mmgt Part I Final

  1. 1. Managing Relationships for Business School and Beyond MBAP 2011 March Kick-Off Seminar Jones Graduate School of Business Rice University March 26-28, 2010
  2. 2. <ul><li>http://www.youtube.com/v/XuM0KtW73WU </li></ul>What is Relationship Management?
  3. 3. What is Relationship Management? <ul><li>Establishing a genuine connection with others </li></ul><ul><li>Learning and caring about the interests of others </li></ul><ul><li>Committing to cultivate a network of relationships </li></ul><ul><li>Meaningful relationships vs. Many relationships </li></ul>
  4. 4. The Value of Relationships <ul><li>Investment </li></ul><ul><li>Establish a web of personal contacts that you can support as well as share feedback, insight, resources, and information </li></ul><ul><li>Return </li></ul><ul><li>Creates a web of personal contacts who will provide support, feedback, insight, resources, and information </li></ul><ul><ul><li>Potential job and/or client leads </li></ul></ul><ul><ul><li>Career advancement opportunities </li></ul></ul><ul><ul><li>Commitment and support of your ideas/proposals </li></ul></ul><ul><ul><li>Personal fulfillment and professional success </li></ul></ul>
  5. 5. Keys to Success at Various Career Stages <ul><li>In the long term, managers depend more on relationships and leadership </li></ul>Demonstrating analytical horsepower is critical now but less of a differentiating factor over time. Leadership ability, self-awareness and relationship management will ultimately determine whether you achieve your long term goals. (Mgr/Dir.) (VP/MD/GM) Relationship Management Leadership/ Self-Awareness/ Collaboration Analytics/Project Mgmt.
  6. 6. Take Full Advantage of New & Existing Relationships Around You MBAP participants’ immediate circle of relationships requires a proactive approach to maximize support, results and long-term benefits Relationships are often inter-connected. Work on building a good reputation for yourself and people around you. Existing New <ul><li>Family </li></ul><ul><li>Friends </li></ul><ul><li>Community </li></ul><ul><li>GMAT Instructor/Tutor </li></ul><ul><li>GMAT Counselor </li></ul><ul><li>GMAT Study Group </li></ul><ul><li>MBAP Coach and Staff </li></ul><ul><li>MBAP Alumni </li></ul><ul><li>MBAP Cohorts </li></ul><ul><li>MLT Programs </li></ul>Analytics MLT <ul><li>Managers/Recommenders </li></ul><ul><li>Peers/Mentors </li></ul><ul><li>HR Managers </li></ul><ul><li>Industry Experts </li></ul>Professional Network MLT Corporate Partner <ul><li>Admissions Officers </li></ul><ul><li>Professors and Staff </li></ul><ul><li>Students </li></ul><ul><li>Alumni </li></ul><ul><li>Corporate Representatives </li></ul><ul><li>Internships </li></ul>B-School Personal MBA Fellows
  7. 7. MLT’s Corporate and Non-Profit Partners
  8. 8. MLT’s Business School Partners
  9. 9. Group Exercise A game to help you begin facilitating interaction with MBA Prep Fellows. <ul><li>The Signature Game </li></ul><ul><li>Each person needs a piece of paper and a pen or pencil </li></ul><ul><li>Draw six horizontal lines across your paper with enough room for a signature </li></ul><ul><li>Move around the room and obtain the signatures of people who fit each category </li></ul><ul><li>Sit down when complete </li></ul>
  10. 10. Group Exercise <ul><li>Categories </li></ul><ul><li>Someone who is an only child </li></ul><ul><li>Someone who has been on television or in a movie </li></ul><ul><li>Someone with five or more siblings </li></ul><ul><li>Someone who can sing </li></ul><ul><li>Someone who has run a marathon </li></ul><ul><li>Someone who has the same shoe size as you </li></ul>
  11. 11. 4 Stages of Relationship Management Nurturing relationships is a continuous long-term commitment, it requires preparation, a willingness to learn what matters most to your contact and a solid understanding of your value Relationships become more meaningful over time. Invest your time in developing them. Diversify your network. Never under estimate the value of your network and do not take it for granted.
  12. 12. Tips on How to Navigate the 4 Stages <ul><li>1. Prepare </li></ul><ul><li>Conduct in-depth school research - What will be your unique contribution to a particular business school? </li></ul><ul><li>Start to define your career vision – How will an MBA help you to achieve your career goals? </li></ul><ul><li>Identify your strengths, gaps, needs and weaknesses in relation to your goal (due diligence, recommendation, career transition, GMAT, etc.), to assess your overall positioning </li></ul><ul><li>Develop a strategic and realistic relationship management plan (timeline) on how to leverage your network over the next crucial 3-6 months </li></ul><ul><ul><li>Identify immediate resources and potential contacts that can support you (e.g., connectors) </li></ul></ul><ul><ul><li>Inform your contacts of your goals and how they can help </li></ul></ul>
  13. 13. <ul><li>2. Initiate </li></ul><ul><li>Begin to build or solidify relationships – be patient, it will take time </li></ul><ul><li>Take risks and reach out to people </li></ul><ul><ul><li>Understand that you don’t know what kind of personal baggage people are carrying </li></ul></ul><ul><ul><li>You don’t know their background or what they are dealing with </li></ul></ul><ul><ul><li>Everyone carries a lifetime of experiences that shape them </li></ul></ul><ul><li>Treat everyone with respect </li></ul><ul><li>Use good judgment in communications </li></ul><ul><li>Be totally focused on the person you are talking to </li></ul>Tips on How to Navigate the 4 Stages
  14. 14. <ul><li>2. Initiate (cont’d) </li></ul><ul><ul><li>Learn names </li></ul></ul><ul><ul><ul><li>Don’t be afraid to ask people to repeat their name – “May I have your name again?” </li></ul></ul></ul><ul><ul><ul><li>If you have forgotten, ask again </li></ul></ul></ul><ul><li>When meeting people </li></ul><ul><ul><ul><li>Smile </li></ul></ul></ul><ul><ul><ul><li>Introduce yourself if not introduced </li></ul></ul></ul><ul><ul><ul><li>Maintain eye contact </li></ul></ul></ul><ul><ul><ul><li>Firm handshake </li></ul></ul></ul><ul><ul><li>When approaching people you don’t know, be aware of body language </li></ul></ul><ul><ul><ul><li>Relax </li></ul></ul></ul><ul><ul><ul><li>Be genuine </li></ul></ul></ul><ul><ul><ul><li>Listen to learn </li></ul></ul></ul>Tips on How to Navigate the 4 Stages
  15. 15. <ul><li>3. Cultivate </li></ul><ul><li>Communicate with notes or emails </li></ul><ul><li>Make phone calls </li></ul><ul><li>Extend invitations to coffee/lunch </li></ul><ul><li>Keep people updated on what you are doing, especially when: </li></ul><ul><ul><li>Someone has helped you in a job search </li></ul></ul><ul><ul><li>Someone has helped you during the b-school admissions process </li></ul></ul><ul><li>Send thank you notes </li></ul><ul><li>Identify ways to give back </li></ul>Tips on How to Navigate the 4 Stages
  16. 16. <ul><li>4. Maintain </li></ul><ul><li>Be proactive and thoughtful! </li></ul><ul><li>Touch base every now and again </li></ul><ul><li>Remember birthdays, anniversaries and special occasions when appropriate </li></ul><ul><li>Find middle ground between being a stalker and a stranger </li></ul><ul><li>Remember </li></ul><ul><ul><li>Your reputation follows you forever </li></ul></ul><ul><ul><li>Relationships are often interconnected </li></ul></ul><ul><ul><li>You never know who your next best contact might be </li></ul></ul><ul><ul><li>As you receive help, continue to look for ways to give back </li></ul></ul>Tips on How to Navigate the 4 Stages
  17. 17. Q&A Questions?
  18. 18. References Never Eat Alone - Keith Ferrazzi The Tipping Point – Malcolm Gladwell

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