Relationship-Centric Leadership

22Sep 2014

If there were “bat signal” for strategic relationships, like the one Commissioner Gordon would use to summon Batman, Larry Ellison could flash it at the sky tonight. If there were such a thing, the relationships Ellison needs to master his exit from Oracle’s CEO role—as well as the ones Oracle needs to make a smooth […]

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02Sep 2014

You learn early in a sale career that “Every No is one step closer to a Yes!” I saw a recent Gapingvoid image that said, “No simply means, begin at one level higher!” No tells us something about ourselves. No tells us what went wrong. No tells us what to do next. No closes the […]

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27Aug 2014

Reply to Sport Rider magazine editorial ““Super Sport Motorcycle Sales Still Flat” by Ken Kunitsugu, in the Wheelspin section of August 2014 issue. In the August issue of Sport Rider magazine, editor Ken Kunitsugu’s laments the market dynamics that have pulled the rug out from under the party. He itemizes the major body blows inflicted […]

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11Aug 2014

A recent exchange got me musing about a fundamental blind spot in North American business culture. I received a very kind and glowing reference letter from a client that began with, “Although my normal modus operandi is to keep my personal and professional relationships distinct, I’ve come to consider us friends.” Why do executives in […]

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16Jul 2014

Today’s business climate is demanding; it rewards only the lean and nimble. To achieve that agility, organizations are being challenged to shift from old-style command-and-control (a World War I term) to trust-and-track—a culture of collaborative leadership. I’m mentoring a highly intelligent executive who is relatively new in his role. He is trying desperately to get […]

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18Mar 2014

Funny thing about business relationships: everyone knows they’re important; I’ve met very few who really understand their significance! I often get “common sense” when I highlight key fundamentals that individuals must do on a consistent basis to identify, build and nurture productive, value-based relationships. Yet, it’s interesting how often common sense is NOT common practiced! […]

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17Feb 2014

Call me an idealist, but I refuse to believe most individuals show up to work intentionally deciding to fail every day! The challenge with most individuals I mentor, teams or organizations I speak for or consult with is that either they’re not measuring the right outcomes, they’re not clearly understood and aligned or simply and […]

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24Jan 2014

If it’s January, it must be Strategic Account Planning time, right? That season when companies identify their most valuable customers and demand that the key staff people responsible for those accounts create some kind of annual planning document? Each year a “Strategic Account Plan” or whatever names it goes by is generated for each major […]

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22Nov 2013

Received the following note from a past Relationship Economics student, via LinkedIn; always fills the cup! Happy Thanksgiving. On 11/05/13 5:59 PM ——————– Hi David, I wanted you to know that even after all these years I’m still practicing many of the things you taught me and my colleagues at ******* about managing relationships. I […]

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