Though most people agree that relationships are important, few actually measure, quantify, or leverage them to their fullest potential. Even though every organization creates an annual sales plan – in which they craft and strategize around an annual marketing and operating plan – I’ve yet to find one that says, “For us to be successful in reaching these key goals and objectives, we need to identify, build, nurture, and leverage these relationship and here is how we’ll get there.”
To assist with putting such a plan together, below are some of the key elements (fully described in the Relationship Economics® book) to consider:
- Relationship-Centric Goals – business goals that you simply cannot achieve alone and must develop and nurture critical relationships to attain.
- Relationship Bank – existing relationship with diversity and the quality of those relationships is as critical as the sheer quantity.
- Pivotal Contacts – those who have already seen the movie and have been through the pitfalls you’re headed for; highly influential relationship you must seek to develop because they are instrumental to your future success.
- Relationship Currency Exchange – the promised and delivered value in the favor economy, and
- 30-60-90-Day Personal Action Plans – critical to relationship development and nurturing process based on a quantifiable and prioritized set of metrics.
Strategic Relationship Planning™ (SRP) is the process of transforming an organization’s most valuable relationships into quantifiable performance, execution, and results. SRP empowers organizations to achieve an unprecedented growth through unique return on their strategic relationships. It is designed to help identify fundamental key market opportunities and the resources that are needed to meet these goals, including past strategic relationship and those necessary to achieve success moving forward. The Strategic Relationship Plan enables individuals to achieve business goals and objectives and should be tightly aligned with the objectives of the organization.
Being cognizant of your strategic relationships you will find that reaching your Sales, Marketing and Operating goals is that much easier!