THE ART OF BUILDING STRATEGIC RELATIONSHIPS

WNG AUGUST 16, 2011 Notes by Gwenn Jacobs

WMG THE ART OF BUILDING STRATEGIC RELATIONSHIPS PAGE 1 Relationships are the key to getting better business results

Relationship development is a leadership competency

Relationships are the currency of the 21st century for success

1. What holds people back from focusing on building strategic relationships?

2. Old tapes (hard work will be enough)3. Feeling inauthentic (I don’t want people to

think that I am using them)4. Fear (I don’t know how to approach people)5. Lack of confidence ( I don’t have anything to

offer)6. Do you have you have the right network of

Strategic Relationships?7. Personal: thought, belief, decision, action, &

behavior8. Professional: Who knows your value & what

you can do for Them9. Potential: When someone says no, push

through it and accomplish it10. Greater leaders manage, change, build

strong relationships to get things done through others. They also take risks, manage change, and are visionaries

It is so important to strategically build relational development plan

Don’t let fear block your belief in your capabilities

Everywhere you go is an opportunity; we need to change our thought process.

High performance teams are inter-connected so it is important to know each of them.

Cross functional experience in different areas will help build a stronger team

We are wired to know each other It is so important How you develop your talent

as a team and individually What are your challenges and how can we each

be a resource to solve these challenges Be as happy as you can about your job, because

you can choose to just have a job, or you can choose to SHOW UP, WORK HARD, PLAY, MAKE A DIFFERENCE, AND HAVE A POSITIVE ATTITUDE

Be students or the marketplace, read Harvard Business Review, Wall Street Journal, Bios about your Board Members, and the News

Map out your career desires, then forge ahead to meet these desires

Do business and work with people you know, trust, and value, these characteristics are so important and study world markets

WMG THE ART OF BUILDING STRATEGIC RELATIONSHIPS PAGE 2

Most important work relationship you can have is with your immediate boss and his boss

Reach up to people of influence

Who are at least three people of influence in your career path? Identify who they are and then learn from them

Figure out how to meet someone of influence if you do not yet know them

Be responsive

Be consistent, do thinks quickly, thoroughly, and know what your priorities are

What do you bring to the table

Have the highest standard of honesty

Introduce people to others

Mend fences and do not burn bridges behind you

Keep confidences this is so important in building trust

Be accountable and how will you bring value to them

What do you except from your relationships, business or personal

Touch base frequently

Advance your vision

BE BOLD - BE BOLD

How well are you connected?

Be a connector Ask what is happening

in their world Give to someone else What you give will

come back to you Meet with people face

to face

WMG THE ART OF BUILDING STRATEGIC RELATIONSHIPS PAGE 3

What will be different about your relationship network by the end of 30 days, 6 months, and 1 year?

Set a business goal each week Take ownership of your career What do you want to be different in your

current job and stay focused in making it different

Have others see what is important to you Teach others what you have learned Know yourself authentically Listen authentically Express yourself authentically Serve authentically Appreciate authentically Be authentic and this will build authentic

relationships Do not allow fear to block you, believe in

your capabilities Everywhere you go is an opportunity So important to build relational

development strategies

When you meet someone new, ask them about themselves before you share about you

Look people in the eye and extend a firm handshake to let them know you are interested in them – you are both equals

When you first meet someone ask a question

Impact people that we interact with for information, goods, service, support, and enjoyment

A leader is available, aligned, open, thinks before they speak, and has strong character

Find 5-10 people who are necessary and critical for you to do your job well and to help you to be successful in the future

Be clear and conscious Show the value a Boomer can bring to the

Millennia group The relationships you build are all about

emotional intelligence 81% of your success is how you handle

emotional intelligence

WMG THE ART OF BUILDING STRATEGIC RELATIONSHIPS PAGE 4

Become aligned with other areas within your business to forge an alliance to help each other

Pass on information to others to help them

Know people above and below you at work

61% of people at work do not believe that their managers tell them the truth

You drive your performance development, know what you need to do each year and be very clear

Trust is your key ingredient, hold things confidential in all of your relationships and be Trustworthy