Self Diagnosis

Business relationships cover five key areas:

1. Impressing CUSTOMERS
2. Selling to PROSPECTS
3. Managing STAFF
4. Rapport with COLLEAGUES
5. General NETWORKING

Staff & colleague relationships invariably impact on customers and prospects, since they will sense any poor staff attitude. Good relationships may promote a warm, approachable attitude likely to attract new customers, whilst creating ambassadors of existing ones.

We are often called in when an issue has arisen in one or more of the five key areas e.g.

1. A service staff member has problems dealing with some of their key clients
2. A sales person finds closing deals with some prospects difficult
3. An excellent technician finds their new role in managing people challenging
4. Staff personality clashes are damaging morale and work effectiveness
5. Staff asked to network e.g. at exhibitions are ineffective since lacking confidence

A simple quiz to help you assess the strength of your business relationships . . .

Think of your Staff . . . how much more would a competitor have to pay them to win their skills?

20%? 10%? 5%? 0%?

Think of your present Accountant . . . how much cheaper would a competing Accountant have to be to win your business?

20%? 10%? 5%? 0%?

Think of your present Insurance Broker . . . how much cheaper would a competing Broker have to be to win your business?

20%? 10%? 5%? 0%?

Think of your Customers . . . how much cheaper would your competitors have to be to win their business?

20%? 10%? 5%? 0%?

Irrespective of your perception, the last question could be interesting for you to ask to your key customers. If their answer is 20% (and you believe them) then that part of your income may be reasonably secure. Any lower and your security is threatened.