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.

Relationship Strength
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Relationship strength is the measure of the personal relationship between two people e.g. John and Mary; and by extension it also reflects the relationships between the positions they occupy. For example, if John has a 'trusted adviser' relationship with Mary and if John is a salesperson at ABC Ltd and Mary is the CEO of XYZ Inc and, then the salesperson at ABC has a trusted  relationship with the CEO of XYZ.

That is only true of course for as long as John and Mary occupy those positions. If either one leaves, then the salesperson/CEO relationship will change to reflect the new occupant(s) of those positions.  Not only that; by extension, the relationship between their two organizations must also change.

In addition, notwithstanding the organizational impact, the relationship between John and Mary will likely continue (or at least it should, if John is doing his job!), as they move into other positions.  This will impact the nature of the relationship between their respective companies, since the relationship between two organizations is effectively the sum of the relationships between all the people in those organizations.

If you now extrapolate these examples to include all people of interest in an organization (or market, industry etc) and all your own people, you can see how the overall nature of the relationship between you and them continually changes…this is what RV Traxor measures.  

Measuring Relationship Strength

Related Vision's Traxor software application records (and can assess) the type of and strength of relationships between individuals.  The type is either Ad-hoc, Technical, Social or Partnership and strength is value between 1 and 100 that indicates the level of Partnership. Every relationship will have some level of partnership, but it is not until the score exceeds 69 that the type becomes Partnership.

The following examples illustrate typical Relationship Scores and how they might be interpreted:

60A - an Ad-hoc relationship which has elements of partnership e.g. you get frequent inquiries, but there is always a bid process to go through.

30T  - a fairly one-dimensional Technical relationship e.g. there is no social element and no discussion outside of a narrow technical area.

50S  - a moderate Social relationship which could be moved to Partner e.g. frequent social meetings and occasional business-related discussions, but no actual business to speak of.

80P – a good Partnership relationship, with some scope for improvement.

Scores are essentially a measure of your behavioral style when interacting with the other person; in fact they are derived by responding to a simple questionnaire about your last meeting with him/her. Scores are not meant to be an absolute determinant; they can of course be easily engineered simply by answering the questionnaire untruthfully.

Scoring is not a ranking method; it is tool that enables objective assessment of the state of a relationship, and more importantly insights into how it might be improved. When answered truthfully the questionnaire has proven to be remarkably accurate; correlation of scores to respondents own subjective assessment has exceed 95% across hundreds of samples.

Finally, practitioners of Related Vision’s relationship building techniques soon become adept at assessing relationships themselves and are able to by-pass the questionnaire and enter their scores manually.

 

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