By Tom Richardson and Augusto Vidaurreta
Enterprise is a touch recreation simply because human touch, connection, and cooperation is the essence of industrial. Even in our transaction-driven, more and more digital international, good, long-lasting relationships are nonetheless basic to good fortune. but in so much businesses, relationships with consumers and staff or even extra so with providers, vendors, licensees, licensors, shareholders, creditors, strategic companions, board contributors, universities, charities, the media and the neighborhood are the main underutilized resources.
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Extra info for Business Is a Contact Sport
The university won by having a young, growing IT consulting firm recruiting on campus. To this day, we believe in building strong relationships between businesses and business schools. As of this writing, we’ve had efforts underway for about a year to bring RAM strategy into the curriculum of business school programs, with excellent results. One obvious source of talent in our Relationship Web was our current staff. We offered cash payments to any employee who recommended a job candidate to us who we hired.
Small to midsize companies without this formal structure usually have someone who can be confirmed or appointed the owner for each stakeholder. Smaller companies also have a natural advantage that companies of all sizes must strive for—personal relationships. For instance, in a small company, every employee can see the CEO, at least occasionally, and the investors may know the senior managers personally and have a deeper interest in the company’s long-term success than the average shareholder in a large public corporation.
In most instances, someone already involved in the relationship with a stakeholder can be recognized, confirmed, or assigned as the relationship owner. This person should be the primary direct contact between the company and the stakeholder. Typical owners of relationships with various stakeholders include: Stakeholder Relationship Owner Employee Direct superior or human resources manager Account manager or salesperson Purchasing manager (or head of the department using the product) Manager of shareholder relations (or the CFO or CEO) Key senior managers at each company (or the CEO at each company) Director of Public Relations (or marketing vice president) Director of Community Relations (or marketing vice president) Customer Supplier Investor Strategic partner Media Community PRINCIPLE #3: CREATE OWNERSHIP FOR RELATIONSHIPS ❘ 45 In a large company many, if not all, of these owners are already in place.
Business Is a Contact Sport by Tom Richardson and Augusto Vidaurreta