By Tony Lendrum

A pragmatic advisor for construction and protecting excessive functionality enterprise relationshipsEvery company sinks or swims at the caliber of its relationships and alliances, whether or not they are among administration and employees, departments, subsidiaries, companions, providers, or clients. it really is no ask yourself then that development and retaining excessive functionality relationships has emerged as one of many most well liked themes in trendy hypercompetitive, international enterprise atmosphere. This integral consultant may help you to appreciate what excessive functionality relationships are and the way they paintings. Written by means of a amazing pioneer within the box, it explains what a excessive functionality company tradition populated by way of an absolutely engaged team feels like. It describes uncomplicated, confirmed ideas and methods for imposing and maintaining excessive functionality relationships, either internally, inside your organisations, and externally. And, it information the numerous merits that anticipate company firms of any dimension that position higher emphasis on dating functionality management.Offers uncomplicated and powerful tools for construction winning enterprise and organizational relationshipsConcise and straightforward to learn, this publication offers a standard language and perform for prime functionality courting administration and significant swap managementArms you with an array of tested-in-the-trenches instruments for construction powerful and sustainable excessive functionality enterprise relationships

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Extra resources for Building High Performance Business Relationships: Rescue, Improve, and Transform Your Most Valuable Assets

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Guiding principles Relationship main agreement 1. Commercial framework Relationship Top level KPI Performance scorecard Risk–Reward and non-Risk–Reward based KPIs Leadership and value proposition(s) Risk/Reward Sub-agreements, business cases, projects Sub-level KPI scorecards Performance Based Remuneration Joint relationship business plan, strategies, action plans Key objectives Initiatives 1. 2 2. 2 etc. Storyboard Part B — people and change People and change are central elements in high performance relationship management.

Customer or stakeholder satisfaction is measured by such characteristics as quality, cost, schedule and service levels, response times, business case or project completion outcomes, survey results, flexibility and responsiveness. indd 40 6/28/11 7:43 AM The framework • Sustainable competitive advantage is measured by such characteristics as market share or growth, customer and supplier loyalty and retention, amount of referred business, percentage of available business, percentage of negotiated business, and brand, image and reputation.

4 and will include milestones or interim goals, represented on the matrix as small circles on the ‘how to’ journey. While the intent is a continuous improvement journey with moments of breakthrough, the reality is that the journey is typically saw tooth in nature, particularly around performance, where the journey is often a two steps forward, then one step back affair. This is due to a variety of reasons, such as the difficulty of maintaining initial success, a settling effect in engaging and bringing the support teams up to speed, changing market conditions and under-estimating the impact of change on people and processes.

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