Conn xn credentials june '13v2

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Conn xn credentials june '13v2

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  2. 2. 22© ConnXN 2012. Except as provided by the Copyright Act , no part of this publication may be reproduced, stored in a retrieval system or transmitted in any form or by any means without the prior written permission of the publisher. C "Most  people  agree  that  rela.onships  are   important;  but  the  key  is  to  measure,  quan.fy,   and  leverage  them,  thereby  increasing  revenue   and  profit  opportuni.es!"                      
  3. 3. 3 Brands  &  Products  I  have   worked  with…   © ConnXN 2012. Except as provided by the Copyright Act , no part of this publication may be reproduced, stored in a retrieval system or transmitted in any form or by any means without the prior written permission of the publisher. C
  4. 4. 4 What  do  I  do? §  I work with B2B companies that have relationships with medium to large size customers who would like to elevate their existing relationships to becoming strategic partners in a way that is value added and measurable.  §  I help companies to move from a Customer a Relationship transactional approach to a Customer Relationship Building Strategy. © ConnXN 2012. Except as provided by the Copyright Act , no part of this publication may be reproduced, stored in a retrieval system or transmitted in any form or by any means without the prior written permission of the publisher. C
  5. 5. 5 Today’s Discussion q  Proposi.on   q  Perspec.ve   q  Process     q  Workshops   q  Website   q  Working  Examples   © ConnXN 2012. Except as provided by the Copyright Act , no part of this publication may be reproduced, stored in a retrieval system or transmitted in any form or by any means without the prior written permission of the publisher. C      Theory                                              Prac.ce  
  6. 6. 6 The  Proposi.on   §  The  days  of  just  focusing  on  revenue  and  profit   targets  have  gone.   §  A  Customer  Plan  is  required  to  make  Business   Plans  work.   © ConnXN 2012. Except as provided by the Copyright Act , no part of this publication may be reproduced, stored in a retrieval system or transmitted in any form or by any means without the prior written permission of the publisher. C §  Building  rela.onships  is  a  strategic  process,  not   just  transac.onal.   §   We  need  to  understand  the  ‘Customer’s   Percep.on’  and  meet  their  needs.  
  7. 7. 7 Why  are  Rela.onships  Important?   “All  things  being  equal,  people  buy  from  their   friends  -­‐  all  things  not  being  equal,  people  s.ll   buy  from  their  friends.”   Mark McCormack © ConnXN 2012. Except as provided by the Copyright Act , no part of this publication may be reproduced, stored in a retrieval system or transmitted in any form or by any means without the prior written permission of the publisher. C
  8. 8. 8 How  do  we  Build  Rela.onships?   “Building  rela.onships  needs  to  be  done  in  a   way  that  adds  value  so  as  to  ensure  that  it   happens  and  is  maintained.”   Charles  BaSle   © ConnXN 2012. Except as provided by the Copyright Act , no part of this publication may be reproduced, stored in a retrieval system or transmitted in any form or by any means without the prior written permission of the publisher. C
  9. 9. 9 Today’s Discussion q  Proposi.on   q  Perspec.ve   q  Process     q  Workshops   q  Website   q  Working  Examples   © ConnXN 2012. Except as provided by the Copyright Act , no part of this publication may be reproduced, stored in a retrieval system or transmitted in any form or by any means without the prior written permission of the publisher. C      Theory                                    Prac.ce  
  10. 10. 10 Perspec.ve     Where  we  are  now?   What  do  we  need  to   accomplish?   What  do  we  need  to   do?   Relationship Engagement MAPPING ASSESSING DEVELOPING Skills Knowledge Tools © ConnXN 2012. Except as provided by the Copyright Act , no part of this publication may be reproduced, stored in a retrieval system or transmitted in any form or by any means without the prior written permission of the publisher. C
  11. 11. 11 Today’s  Discussion   q  Proposi.on   q  Perspec.ve   q  Process     q  Workshops   q  Website   q  Working  Examples   © ConnXN 2012. Except as provided by the Copyright Act , no part of this publication may be reproduced, stored in a retrieval system or transmitted in any form or by any means without the prior written permission of the publisher. C Theory Practice
  12. 12. 12 1. UNDERSTANDING 7  Step   Rela.onship   Engagement     Plan     2. MEASURING 3. IDENTIFYING 4. ASSESSING5. ANALYZING 6. DETERMINING 7. IMPLEMENTING Situa.on  Summary   Goals   Key  Ini.a.ves   12© ConnXN 2012. Except as provided by the Copyright Act , no part of this publication may be reproduced, stored in a retrieval system or transmitted in any form or by any means without the prior written permission of the publisher. C Process    
  13. 13. 13 Rela.onship  Mapping  –  How?  
  14. 14. 14 Fill  out  Key  Rela.onships  for  us  and   the  Customer  
  15. 15. 15 Today’s Discussion q  Proposition q  Perspec.ve   q  Process q  Workshops q  Website q  Working Examples © ConnXN 2012. Except as provided by the Copyright Act , no part of this publication may be reproduced, stored in a retrieval system or transmitted in any form or by any means without the prior written permission of the publisher. C Theory Practice
  16. 16. 16 Customer Perspective Relationship Mapping Client Insights Client Attributes & Roles Communications Focused Relationship Plan © ConnXN 2012. Except as provided by the Copyright Act , no part of this publication may be reproduced, stored in a retrieval system or transmitted in any form or by any means without the prior written permission of the publisher. C Workshops
  17. 17. 17 What’s  in  the  Workshop?   §  Demonstrate  ways  to  beSer  to  reach  the  right  people   in  the  decision  chain.   §  Understand  the  rela.onship  gaps;  thereby  improving   the  rela.onship  coverage  both  in  depth  and  breadth.   §  Use  real  examples  in  a  risk  free  arena.   §  Maximize  communica.ons  by  developing  a  common   language.   §  Cul.vate  and  strengthen  client  coverage.   §  Show  how  to  provide  beSer,  differen.ated  value  to   the  client.   © ConnXN 2012. Except as provided by the Copyright Act , no part of this publication may be reproduced, stored in a retrieval system or transmitted in any form or by any means without the prior written permission of the publisher. C
  18. 18. 18 Benefits   §  Builds  the  first  block  in  a  Rela.onship  Strategy   Planning  process.     §  Increase  credibility,  and  be  seen  as  a  strategic   partner.   §  Broaden  the  current  scope  of  engagement.   §  Be  beSer  able  to  influence  client’s  decisions  at  all   levels.   §  Raise  the  bar  on  percep.on  of  Individuals  and   Account  Teams  as  a  REAL  Partners.   © ConnXN 2012. Except as provided by the Copyright Act , no part of this publication may be reproduced, stored in a retrieval system or transmitted in any form or by any means without the prior written permission of the publisher. C
  19. 19. 19 Today’s  Discussion   q  Proposi.on   q  Perspective q  Process q  Workshops q  Website q  Working Examples © ConnXN 2012. Except as provided by the Copyright Act , no part of this publication may be reproduced, stored in a retrieval system or transmitted in any form or by any means without the prior written permission of the publisher. C      Theory                                          Prac.ce  
  20. 20. 20 Website  Support   © ConnXN 2012. Except as provided by the Copyright Act , no part of this publication may be reproduced, stored in a retrieval system or transmitted in any form or by any means without the prior written permission of the publisher. C
  21. 21. 21© ConnXN 2012. Except as provided by the Copyright Act , no part of this publication may be reproduced, stored in a retrieval system or transmitted in any form or by any means without the prior written permission of the publisher. C “All lasting business is built on friendship.” Alfred A. Montapert The Supreme Philosophy of Man: The Laws of Life. 21
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