Center for Women & Enterprise: Destination Success with PowerSkills
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Transcript of Center for Women & Enterprise: Destination Success with PowerSkills
PrivateLabelPeople and
Building Relationship Capital to fuel Long Term Business
GrowthApplying Powerskill #1 - Positioning
Destination Success Conference
Center for Women & Enterprise
May 11, 2004
10/22/14 2
PrivateLabelPeople and
Business Objectives
• Build Competitive Advantage • Attract/Retain Clients
• Increase Share of Clients • Leverage Firm and Partner offerings• Measurable Improvements in Service Quality• Create Center of Excellence for
Client Relationship Management
10/22/14 3
PrivateLabelPeople and
Full PS Course Learning Objectives
• Diagnose RM Strengths and Strategies
• Learn Client Relationship Management & Development Skills
• Create Climate for Continuous Improvement
• Leverage VIPs for Business Development
• Chart Relationship Action Plans
• Reinforcement learning and Implementation
10/22/14 4
PrivateLabelPeople and
Today’s Objectives
• Understand @ high level – 5 PowerSkills
• Focus on Positioning: Personal & Professional Value Proposition
• Review Positioning Building Blocks
• Develop Positioning Building Blocks
• Practice articulating your Position!
• Score your PowerSkills Competencies
10/22/14 5
PrivateLabelPeople and
Relationship Management Ten Steps
1. Select YourVIPs (Top VIPs)
2. Posit ion Yourself, Your Team & Company
3. Profile Your VIPs
4. Group Your VIPs
5. Calibrate Your Top VIPs
6. Deliver Your Added Value
7. Create Your Currency
8. Choose Your Dialogue Mix - Stay in Touch
9. Leverage Key Organizations and Associations
10. Organize for Client Value
10/22/14 6
PrivateLabelPeople and
World Class LeadersCritical Success Factors
Relationship Smart
Life Long Learning
Entrepreneurial
Technology Enabled
Aligned
10/22/14 7
PrivateLabelPeople and
World Class LeadersCritical Success Factors
Relationship Smart
Client focused
Connected
Manage VIPs
Collaborative
Brand
Life Long LearningEntrepreneurialTechnology Enabled
Aligned
10/22/14 8
PrivateLabelPeople and
World Class LeadersCritical Success Factors
Relationship Smart
Listens, Reads, Adapts
Has Mentors
Coaches Others
Challenging Assignments
Life Long Learning
Entrepreneurial
Technology Enabled
Aligned
10/22/14 9
PrivateLabelPeople and
World Class LeadersCritical Success Factors
Relationship Smart
Sees Possibilities
Takes Calculated Risks
Creates Opportunities
Autonomous & Leads teams
Blends Work & Lifestyle
Life Long LearningEntrepreneurialTechnology Enabled
Aligned
10/22/14 10
PrivateLabelPeople and
World Class LeadersCritical Success Factors
Relationship Smart
Relationship & Contact Management
Web/Internet
Business Applications
Communications
Keeps the “Human Touch”
Life Long LearningEntrepreneurialTechnology Enabled
Aligned
10/22/14 11
PrivateLabelPeople and
World Class LeadersCritical Success Factors
Relationship Smart
Strategy
Clients
Team Members
Marketplace
Life Long Learning
Entrepreneurial
Technology Enabled
Aligned
10/22/14 12
PrivateLabelPeople and
World Class LeadersCritical Success Factors
Relationship Smart
Life Long Learning
Entrepreneurial
Technology Enabled
Aligned
World Class Leaders Build
Relationship Capital
10/22/14 13
PrivateLabelPeople and
Relationships:Resources or Assets?
Product Centered Planning �� ��Relationship Centered PlanningFocus on Competition � �� �Focus on the Client
Compete �� � �� �CollaborateUse People �� ��Grow People
Only Invest in Tangibles�� � �� �Attend to IntangiblesGo It Alone �� ��Partnerships
Feature / BenefitDeal Culture
Solution Oriented /Relationship Culture
RESOURCERESOURCESS
ASSETSASSETS
10/22/14 14
PrivateLabelPeople and
RelationshipsThe Integrating Focus of Business Strategy
Clients
Employees
Prospects
Business Partners
Suppliers
Investors
Advisors
Media/Analysts
Business Plan
• Summary
• Finance
• Technology
• Products
• Markets
• Operations
• Distribution
RelationshipPlan
• Survey & assessment• Value flow analysis• Leverage points • Process blueprint• Measurements• Action plans
10/22/14 15
PrivateLabelPeople and
What is Relationship Capital?
• Share of Mind - stakeholders• Share of Opportunities - market• Share of Learning – access to new
ways of doing things• Share of Resources – ability to get
things done• Share of Loyalty – among your
VIP’s
10/22/14 16
PrivateLabelPeople and
R = T + V + DRelationshi
p
Trust Dialogue
Value
The Relationship Equation
10/22/14 17
PrivateLabelPeople and
PowerSkills Competency ModelTM
Relationship Management
10/22/14 18
PrivateLabelPeople and
PowerSkills Competency ModelTM
Customer Value
Posit ioning Hunting
Coaching
Leading
Farming
• Establish Value & Credibil i ty • Demonstrate Alignment – inside a group• Create Top of Mind Awareness• Develop Impact Messages • Project Desired Image • Convey Values• Tai lor Communications• Develop Roles• Build Reputation
Positioning
10/22/14 19
PrivateLabelPeople and
PowerSkills Competency ModelTM
Customer Value
Positioning Hunting
Coaching
Leading
Farming
• Develop Relationship Strategies• Research & Target • Continually Prospect • Network Strategically• Gather & Share Intell igence• Diversify Network • Interpret Client Information• Analyze Trends• Priorit ize Relationship Actions• Generate Referrals/Opportunit ies
Hunting
10/22/14 20
PrivateLabelPeople and
PowerSkills Competency ModelTM
Customer Value
Positioning Hunting
Coaching
Leading
Farming
•Trusted Advisor & Mentor•Focus on Learning•Developmental Perspective •Continuous Improvement•Adjust to Styles• Apply Coaching Skil ls:
•Attend•Inquire•Reflect•Confront•Aff irm
Coaching
10/22/14 21
PrivateLabelPeople and
PowerSkills Competency ModelTM
Customer Value
Positioning Hunting
Coaching
Leading
Farming
• Drive Vision & Influence• Recognize Accomplishments • Collaborate & Create Value• Contract Clearly • Use Closed Loop Delegation• Delegate Laterally• Build Momentum• Active Matchmaking • Facil i tate Groups• Engage & Leverage VIPs
Leading
10/22/14 22
PrivateLabelPeople and
PowerSkills Competency ModelTM
Customer Value
Positioning Hunting
Coaching
Leading
Farming
• Demonstrate & Cult ivate Loyalty • Drive Customer Value• Manage Client Information• Tai lor Services• Implement Relationship Plans • Organize Resources for Sustainabi l i ty• Implement Stay-in-touch Programs • Provide Recognition & Thank You’s• Track Client Activity• Update Contact Databases
Farming
10/22/14 23
PrivateLabelPeople and
Invest First
To get people invested in your success, you must first
invest in their success!
10/22/14 24
PrivateLabelPeople and
PowerSkills Competency ModelTM for Relationship Management
© 2001 All rights reserved
• A Winning Way of Doing Business
• Develop Relationship Capital
• Implement The Relationship Equation (R= T + V+ D)
• Create Client Value
• Gain “The Relationship Advantage”
10/22/14 25
PrivateLabelPeople and
Relationships & Business Growth?
Relationships Drive Results because they cannot be duplicated! Relationships start with Positioning – whether it is
yourself or your product….
10/22/14 26
PrivateLabelPeople and
Exercises for Positioning
• Building Block 1 – Vision – What is your higher purpose?
• Building Block 2 – Values – Core Values W/S• Building Block 3 – Roles – W/S• Building Block 4 – Credibility – Statements• Building Block 5 – Alignment – Clients, Team,
Company, Profession• Building Block 6 – Statement of Position - IMB
10/22/14 27
PrivateLabelPeople and
What is Your Brand?
Trusted Advisor Sales Person
Hero Regular Guy/Gal
Creator Magician
Boss Clerk
??
10/22/14 28
PrivateLabelPeople and
Position Yourself,Your Team & Company
Building Blocks
Strong Positioning is a Window in the Mind
Credibility
Message
Values
VisionRoles
Alignment
10/22/14 29
PrivateLabelPeople and
Statement of Position7 Questions:
• Who (are you) ?• What (business are you in) ?• For Whom (do you serve) ?• What Need (do you fill) ?• Against Whom ?
• What’s Different (from competitors) ?• So (unique benefit) ?
10/22/14 30
PrivateLabelPeople and
What’s The Hook?
10/22/14 31
PrivateLabelPeople and
Relationship Management Ten Steps
1. Select YourVIPs (Top VIPs)
2. Posit ion Yourself, Your Team & Company
3. Profile Your VIPs
4. Group Your VIPs
5. Calibrate Your Top VIPs
6. Deliver Your Added Value
7. Create Your Currency
8. Choose Your Dialogue Mix - Stay in Touch
9. Leverage Key Organizations and Associations
10. Organize for Client Value
10/22/14 32
PrivateLabelPeople and
Your Next Steps: The Relationship Management Inventory
1. Take this home and test your five PowerSkills & if you want to work on this a little more:
2. Purchase a copy of PowerSkills
3. Contact me or Jim Masciarelli of Archer Development: