Developing strong relationships with clients & colleagues can be the key to your success. But how do you turn this concept into a reality? While it may seem easier said than done, there are some simple tools that will dramatically improve your business relationships. Originally aired May 29th.
To listen to this webinar and more from Welch LLP, visit our website at:
http://www.welchllp.com/resource-centre/videos/webinars/
1. Welcome to Today’s Webinar
The Expert Toolkit Series:
Building Relationships – the Key to Success
2. Questions
• Attendees are in listen-only mode
• This webinar is being recorded for future on-demand playback
• Your participation represents acknowledgement that we are
recording
• Tweet questions & comments to: #WelchExpert
Windows Mac Tablet
Ground Rules
3. Presenters
Micheal Burch, CPA, CA, CFP
Managing Partner
mburch@welchllp.com
www.welchllp.com
@WelchLLP
Alain Doucet, Asst Dean External Relations
Uottawa Telfer School of Management
doucet@telfer.uottawa.ca
http://www.telfer.uottawa.ca/en
@DoucetAlain
Bruce Raganold
Director of Business Development
braganold@welchllp.com
www.welchllp.com
@BruceRaganold
4. • Importance of building business relationships
• The best approach & how to apply it
What we will cover today
13. Q & A
Micheal Burch, CPA, CA, CFP
Managing Partner
mburch@welchllp.com
www.welchllp.com
@WelchLLP
Alain Doucet, Asst Dean External Relations
Uottawa Telfer School of Management
doucet@telfer.uottawa.ca
http://www.telfer.uottawa.ca/en
@DoucetAlain
Bruce Raganold
Director of Business Development
braganold@welchllp.com
www.welchllp.com
@BruceRaganold
Hinweis der Redaktion
Darryl
Darryl - introductions: Micheal Burch, CPA, CA, CFP, Managing Partner of Welch LLP since 2006, is responsible for the direction and operations of Welch LLP. Micheal provides specialty service support in all areas of strategy and he has extensive experience in taxation, financial and estate planning and cross-border consulting.
Bruce Raganold is the Director of Business Development at Welch LLP. Bruce has over ten years of experience in maximizing the value companies get from their accounting, tax and business advisor relationships. His role is to represent and grow business for Welch LLP & WelchGroup Consulting in the Ottawa market and help our clients become more successful.
Alain Doucet joined the Telfer School of Management in 2004 and is currently their Assistant Dean External Relations. Prior to joining the University of Ottawa, he held several notable marketing positions. He was VP Marketing & Communications for Orbit IQ and before that he was General Manager of Banfield Seguin, one of Ottawa’s leading marketing communications agencies.
(Micheal)Leading by Example: - Charlie Logue
• Fun personality
• Helpful
• Gave back
• Never negative
(Bruce)
Expand your business network
Create trust with the right people
To find people who need your services (it’s like dating)
(Bruce)
Starting points/Where to begin
Be diligent but don’t force it
Must have a bigger picture in mind
Build up your confidence – i.e. Toastmasters
Be empathetic
Think win/win
“Seek first to understand, then to be understood”
Business etiquette – showing genuine interest in others
(Bruce)
Professionals you:- like- get along with- connect with
you will have more in common
know them better
becomes more natural/automatic
easier
more enjoyable
you will think about them more often
Professionals who - have influence- and use it
if a professional has influence, it is likely because they are good
if they are good they gain influence
Ideal is successful/large practice/good clients
Up and comers are good, may not be already tied to the hip with your competitor.
(Alain)
Places to leverage these skills In the office – letting people on your team know what your skills are
Community involvement – become a member of different boards and clubs; give back to the community
Attend relevant external events (industry specific)
Phone / email communication
(Bruce / Micheal)
LinkedIn
Twitter
Expert File
Blog postings
Facebook
(Alain)
Check your motives – don’t do it with expectations, do it to help
Taking initiative to be visible
Be responsible
Passion
Show others how you can be helpful / go the extra mile
‘you scratch my back, I’ll scratch yours’
(Alain, Micheal, Bruce) -
Failure to show appreciation
inconsistency
impersonal
manipulative / thinking too much about yourself & personal gain
Not adding value
Be sure to undersell and over deliver
Not following up
Questions:1. How and where do you draw the line between a business relationship and someone who also becomes a friend more on a social level?
2. Some relationships don’t last forever, they fade away or break own – how do you deal with that?
3. What is the most rewarding aspect of the relationship aspect of your work?
4)Besides business what are other advantages of establishing or building relationships?
5)I am in the Ottawa business community – is there anything specific I should consider about building relationships in this town?