The Relationship Engine
Connecting with the People Who Power Your Business
Author: Ed Wallace
Pub Date: October 2016
Print Edition: $24.95
Print ISBN: 9780814437131
Page Count: 240
e-Book ISBN: 9780814437148
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While many leaders prioritize new product development, real estate, and competitive intelligence—hard assets and figures that can be plugged into spreadsheets—research reveals that core business relationships are the true catalyst driving high performance.
At the same time, business relationships are unpredictable and hard to measure. They’re rarely captured on organizational charts or strategic plans. Most leaders, in fact, leave business relationships to chance, and simply hope that cross-generational conflicts, organizational complexity, and other barriers won’t interfere with making real connections.
The Relationship Engine replaces this haphazard approach with an easy-to-follow plan. Eye-opening and deeply empowering, the book helps leaders cultivate and gauge the impact of their most critical asset, relationships. It all starts with five foundational principles that set the stage for personal growth and real business performance:
• Display worthy intent. Intentionally putting other people’s interests before your own is the bedrock of effective human relationships.
• Care about people’s goals, passions, and struggles. By treating the goals of others as your own, you can, ironically, further yours as well.
• Make every interaction matter. Even fleeting moments in the cafeteria or hallways can trig—ger solid, even career advancing relationships.
• Value people before processes. Process-centric companies are no match for happy people creating happy customers.
• Connect performance to a purpose. Nothing brings fulfillment and success like making a difference in the world.
Strategies, case stories, and original assessments help you leverage these principles to become an influential relational leader and create positive experiences across the ranks. You’ll learn to consciously connect your goals to important business relationships, actively strive to reach those goals by moving relationships from casual colleagues to fierce advocates, measure the strength of the relationships using the RQ® Assessment tool, and more.
Getting people to commit to the mission, share ideas, and collaborate to achieve results is every leader’s dream. The Relationship Engine supplies the insights and tools to turn it into reality.
Ed Wallace is president and chief relationship officer of The Relational Capital Group, a consultancy that serves many Fortune 500 clients. He is also on the executive education faculty at Drexel’s LeBow College of Business and Villanova University’s Human Resources Master’s program. He is the author of Business Relationships That Last.
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