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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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?
Learn More >>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?
Learn More >>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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