Academic journal article Manager

Business Relationships: Opportunities Waiting to Happen

Academic journal article Manager

Business Relationships: Opportunities Waiting to Happen

Article excerpt

RELATIONSHIPS are everything in business. As a leader, as a networker, in teams, in sales and in front line customer operations, the chances are that your success will be dependent upon your ability to engage deeply and effectively with colleagues and clients. More than this, it is increasingly important that you understand how to achieve this at speed, given the high pace of business today.

Let me give you an example of why fast relationship building is important.

Take a potential new customer and ask yourself on what criteria will they base the decision to do business with you. Your best edge is in your personal dealings with your client. People do business with people they like and trust, and if you haven't invested in the relationship, there will be no reason for them to choose you.

Or take the case of a matrix team. How can companies expect people from different functions and offices, and with different skills and perspectives, to bond into an effective team? When such teams come together for short, sharp projects, they need to be able to hit the ground running. And the best way to ensure that people make a powerful contribution is by encouraging strong relationships.

How to build fast relationships

So with this as the rationale, the next question is how can you build fast relationships? …

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