1. 5 Skills for Successful
Relationship Management

2. •Establish value & credibility
•Demonstrate alignment
•Tailor communications
•Project desired image
Establish your position for share of mind

3. 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

4. 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

5. Create & leverage value for share of
resources
•Think value in every
interaction
•Drive vision & influence
•Contract clearly
•Delegate laterally
•Facilitate groups

6. 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

7. 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!