By Tom Richardson and Augusto Vidaurreta
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Extra resources for Business Is a Contact Sport
Every relationship must have an owner, or eventually it will die. Each company has a unique Relationship Web and therefore a unique set of relationship assets that cannot be appropriated, duplicated, or stolen. Relationship Asset Management is a systematic, wincentric means of initiating and building relationships that help companies and individuals reach goals, enhance success factors, and mitigate risks. PRINCIPLE #1: SEE RELATIONSHIPS AS VALUABLE ASSETS ❘ 23 PRINCIPLE #2: DEVELOP A GAME PLAN Typically on Sunday night after a game, the offensive coaches go into one room to view reels of the next opponent’s defense.
Which tangible resources—cash, equipment, IT infrastructure, plant, land, and transportation—do we have, and which do we need to acquire to reach our goals? By when do we need them? ■ What must we know about the market, the competition, and the business environment that we do not know now? Risks: ■ Which events, conditions, or problems in the past have hampered our company’s progress toward its goals? ■ What five things are most likely to go wrong with the marketing, financial, and operating plans we’ve developed to move us toward our goals?
Rather than wins, they lost their autonomy and, quite possibly, standing with their customers. Thus, they viewed the RMs as a threat. ” Third, they had no real preparation for the role. Finally, there was no strategic approach to relating the RMs’ activities to the goals, success factors, and risks of the divisions. The RMs were supposed to review contracts across the divisions and tag along on sales calls to create “synergy” between divisions, but that was too vague an objective. Worse, it did nothing to help the divisions hit the revenue and profit targets that the parent company was still holding them to.
Business Is a Contact Sport by Tom Richardson and Augusto Vidaurreta