Relationship Building


Quickly build personal trust with your customers and clients.

Sales Productivity


Identify and create new opportunities through high-trust relationships.

Performance Management


Use technology to measure your business to business relationships.

Enterprise-wide Execution


Implement best practice relationship management enterprise-wide.

Relationship Capital


Measure, grow and manage your most valuable intangible asset.

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Person to person relationships are the building blocks of Relationship Capital. The right relationships with the right people result in high Relationship Capital. Engage is about the skills and attributes that enable people to build effective business relationships.

Developed by Keith Dugdale and David Lambert, authors of the best-selling Smarter Selling (Financial Times Prentice- Hall 2007), the Engage skills program is based on their proven approach of providing value in every interaction. The core of the program is two-day training workshop; other services include needs assessment, implementation advice, individual coaching and mentoring.

Relationship skills are essential in selling, but Engage is not just for salespeople. This program will enable your team to build Relationship Capital in any context, be it with customers, suppliers or internally with your own staff and to:

  • Interact effectively with anyone.
  • Build sustainable differentiation.
  • Create environments in which people buy.
  • Use the ‘speed of trust’ to achieve consensus quickly.
  • Get more repeat business.
  • Increase business referrals.

The Engage Program covers:

  • The four common types of business relationships.
  • Creating the right relationships with the right people.
  • Quickly building rapport and establishing trust.
  • Building a shared (related) vision with others and becoming a trusted advisor.
  • Signaling and delivering value in every conversation.


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