5 Skills for Successful Relationship Management

• Establish value & credibility • Demonstrate alignment • Tailor communications• Project desired image

Establish your position for share of mind

Attract high value relationships for share of opportunities

• Network strategically• Identify & know your VIPs• Find common denominators• Diversify your network• Be a talent hunter• Interpret client information• Generate referrals/

opportunities

Become a trusted advisor & resource for share of learning

• Help others achieve their goals

• Focus on continued improvement

• Adjust to styles• Apply coaching skills: Attend • Inquire • Reflect Challenge • Affirm

Create & leverage value for share of resources

• Think value in every interaction

• Drive vision & influence• Contract clearly• Delegate laterally• Facilitate groups

Implement a stay-in-touch program for share of loyalty

• Demonstrate & cultivate loyalty

• Drive customer value• Enhance point of contact• Implement relationship plans • Provide recognition/

Thank You’s• Track client activity

Relationship Management Is Like Fitness Training & Athletics

• Mastery is possible• Art & Science• Discipline• Unintended Benefits• Flow

• Goal setting • Levels: novice, advanced• Progress is measurable• Entropy

Behavior, Attitude, Technique!