Building High Performance Business Relationships: Rescue, by Tony Lendrum

By Tony Lendrum

A pragmatic consultant for construction and keeping excessive functionality company relationshipsEvery enterprise sinks or swims at the caliber of its relationships and alliances, whether or not they are among administration and employees, departments, subsidiaries, companions, providers, or clients. it really is no ask yourself then that construction and conserving excessive functionality relationships has emerged as one of many most popular subject matters in latest hypercompetitive, international enterprise atmosphere. This crucial consultant can help you to appreciate what excessive functionality relationships are and the way they paintings. Written through a exclusive pioneer within the box, it explains what a excessive functionality enterprise tradition populated via an absolutely engaged group feels like. It describes easy, confirmed thoughts and methods for enforcing and maintaining excessive functionality relationships, either internally, inside of your organisations, and externally. And, it info the various advantages that look forward to enterprise companies of any measurement that position larger emphasis on courting functionality management.Offers basic and potent tools for construction winning enterprise and organizational relationshipsConcise and simple to learn, this ebook presents a typical language and perform for prime functionality dating administration and demanding switch managementArms you with an array of tested-in-the-trenches instruments for construction powerful and sustainable excessive functionality company relationships

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A short description of each of the 11 relationship types follows, and they are discussed in detail in chapter 3. Summary of the 11 relationship types • Type 0 Zero relationships refers to a relationship approach where the choice is made, deliberately and for good reason(s), not to have a relationship with the customer, supplier, stakeholder or competitor in question. This choice could reflect misalignment or concerns about values, strategies, products and services. This kind of relationship might also characterise a new business opportunity, or a relationship that has been lost and is desired to be regained.

Commercial negotiations that turn combative can often undermine the good work done by others and negatively impact what would otherwise be a high performing, stable relationship. Either way, it is critically important that positive and negative secondary states are understood and managed. They should be removed when their effect is negative and embraced when their impact on the relationship is positive. The reality is that, within complex, multi-site, multi-business, multi-partner relationships, there are likely to be a variety of secondary states — good, bad and indifferent.

Combative relationships are typically conducted on the offensive, involve transfer of risk, and are often associated with hardnosed, hard-dollar, tightly managed, detailed, one-sided contracts or service level agreements (SLAs). • Type 2 Tribal relationships are driven by self-interest. They are defensive and protective of information, profits, margins, costs, work practices, and the organisation and its departments, functions, position or power base. They are territorial, parochial, secretive, inward looking, often risk-adverse, relationships and resistant to change — they have many internal and external demarcations.

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