Networking Matters

working relationships

How you do you build and maintain a network of sustainable business relationships, as an individual and as an organisation?

About the Programme

Sustainable business relationships are built on trust and trust is not an event but a process in which 'contact, connect, involve & evolve' a business relationship over time. We turn this process into into four learnable and repeatable disciplines, 'research, cultivation, solicitation and stewardship' .

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Contact

Research

Doing Research (identifying who to contact). What is research? What role does it play in the relationship process? How do you measure its success? What does it mean to ‘rate and screen’ prospects by their ‘capacity’ and ‘propensity’ to do business with you?

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Connect

Cultivation

Doing Cultivation (making the connection). What is cultivation? What role does it play in the relationships process? How do you measure its success? How do you take your prospects on a cultivation journey? What kind of cultivation initiatives can you take?

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Involve

solicitation

Doing Solicitation (asking for the business)? What is solicitation? What role does it play in the relationship process? How do you measure its success? What does it mean to ask for the business? When do you know you are ready and how do you ask?

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evolve

stewardship

Doing Stewardship (evolving the relationship).What is stewardship? What role does it play in the relationship process? How do you measure its success? How important is it in moving from a “transactional” to a “relationship” mindset? Who makes the first move?

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