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Building High Performance Business Relationships: Rescue, Improve, and Transform Your Most Valuable Assets

Building High Performance Business Relationships: Rescue, Improve, and Transform Your Most Valuable Assets

Tony Lendrum

ISBN: 978-0-730-37774-0

Nov 2011

296 pages

In Stock

$82.00

Description

A practical guide for building and maintaining high performance business relationships

Every business sinks or swims on the quality of its relationships and alliances, whether they are between management and staff, departments, subsidiaries, partners, suppliers, or customers. It's no wonder then that building and maintaining high performance relationships has emerged as one of the hottest topics in today's hypercompetitive, global business environment. This indispensable guide will help you to understand what high performance relationships are and how they work. Written by a distinguished pioneer in the field, it explains what a high performance business culture populated by a fully engaged workforce looks like. It describes simple, proven strategies and techniques for implementing and sustaining high performance relationships, both internally, within your organizations, and externally. And, it details the many benefits that await business organizations of any size that place greater emphasis on relationship performance management.

  • Offers simple and effective methods for building successful business and organizational relationships
  • Concise and easy to read, this book provides a common language and practice for high performance relationship management and critical change management
  • Arms you with an array of tested-in-the-trenches tools for building robust and sustainable high performance business relationships

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About the author vii

Acknowledgements ix

Introduction xi

Chapter 1 0 to 10 Relationship Management — a storyboard perspective 1

Part A Framework and components of 0 to 10 Relationship Management 29

Chapter 2 The framework 31

Chapter 3 The 11 relationship types 61

Chapter 4 Key components 117

Part B People and change 159

Chapter 5 Let’s Go change model 161

Part C Journey management 183

Chapter 6 The relationship development curve 185

Chapter 7 The 12/12/6 roadmap process 205

Appendix A Master negotiation terms sheet 247

Appendix B Activities 253

Appendix C Templates 265

References 273

Index 277