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Business Relationships That Last: Five Steps To Transform Contacts into High Performing Relationships Hardcover – October 1, 2009

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Editorial Reviews

About the Author

Ed Wallace graduated cum laude from Villanova University, was a Teaching Fellow at Drexel University while he earned his MBA, and has a CPA designation in the State of Pennsylvania. He is president of The Relational Capital Group, which focuses on helping professionals build outstanding business relationships through Relational Capital development.

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Product Details

  • Hardcover: 192 pages
  • Publisher: Greenleaf Book Group Press (October 1, 2009)
  • Language: English
  • ISBN-10: 1608320014
  • ISBN-13: 978-1608320011
  • Product Dimensions: 8.8 x 5.8 x 0.9 inches
  • Shipping Weight: 1.2 pounds (View shipping rates and policies)
  • Average Customer Review: 4.7 out of 5 stars  See all reviews (23 customer reviews)
  • Amazon Best Sellers Rank: #545,770 in Books (See Top 100 in Books)

More About the Author

Throughout his twenty-five-year career as a number-one sales producer and vice president of business development for a firm that grew from $1 million to over $120 million in revenue, Ed Wallace learned that creating outstanding business relationships is the true secret to success. He founded The Relational Capital Group so he could bring his relationship-building principles to corporations and their client-facing professionals. The firm provides professional development and consulting services to help organizations and individuals develop the key relationships that most impact their business performance- leading to improved profitability and sustainability in the global marketplace.

Ed was a Teaching Fellow at Drexel University's College of Business, where he earned his MBA, has a B.S. in Accounting (cum laude) from Villanova University, and a CPA designation in the State of Pennsylvania. He is currently on the advisory board of DeVry University.

Ed resides in the Philadelphia area with his wife Laurie and their two children.


Customer Reviews

Most Helpful Customer Reviews

15 of 17 people found the following review helpful By Biz Reader on July 22, 2010
Format: Hardcover Verified Purchase
While the author is clearly an expert in relationship management, I feel the book was not as great as others hyped it up to be (it was a 5-star avg on Amazon when I bought it). This book was written, it seems, with the salesman in mind -- the one who is out there trying to develop "new" relationships that will ultimately turn into a commission check. If I were a salesperson then it would be helpful; however, I am not. (It was very CRM-focused.)

When choosing to read this book I was hoping to learn how to enhance and build relationships with those I currently interact in business or those I may come in contact with. Unfortunately, only a few bits of information from this book applied.

Also, the read was a bit contrite. It used the typical "tell a story that illustrates what you're trying to teach" approach in a way that was predictable and boring. It is an easy skim-read.

All in all, if you're a salesman this book may be helpful to you; if you are not, then it may not be the best buy.
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2 of 2 people found the following review helpful By John H. Wilson on October 28, 2009
Format: Hardcover Verified Purchase
Once again, Ed Wallace turns "Little Extras" into winning business relationships. This latest work is reminiscent of Dale Carnegie's 'How to Make Friends and Influence People' by providing tangible methods for building rapport, establishing objectives for each meeting and developing credibility. These techniques are proving invaluable for progressing business relationships with clients and partners from acquaintance to professional peer and ultimately respected advisor. Max the taxi driver would be proud to have his name associated with this work that is certain to have a powerful influence.
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4 of 5 people found the following review helpful By Kimberly Coleman on September 22, 2009
Format: Hardcover
I generally don't buy in to methodologies with 5 step processes that can change my life, but after reading Wallace's book, I'm a believer!

I own a web development business and have seen a lot of my clients and prospects considering a less expensive overseas developer. Relationships are all I really have at this point to compete on, and I am confident that the approach outlined in Business Relationships That Last has reinforced skills that I already have while giving me new ways to approach client relations.

I need to keep costs low in order to stay competitive in today's economy. Aside from the small price of a book, the skills Wallace teaches are free to follow and sure to exponentially increase my firm's appeal over an outsourcing company.
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14 of 20 people found the following review helpful By Chris Downing on December 18, 2009
Format: Hardcover
This is an edit to my first review....Well since I'm the only guy with a three star marking and no helpful clicks, let me explain where I'm coming from with this book. I think the main reason I didn't connect with this book is that the author tries to write it from the perspective of a sales person who's trying to develop a relationship to get the order. In other words, using the relationship to achieve what's in your own agenda and that isn't really a sustainable relationship. You already know that because if you've tried running your own agenda with a girlfriend or boyfriend, you get to the, "I've had enough of this..." stage quite quickly.

Now, having said that, I know to my cost, how difficult it is to get sales and training managers to buy into the idea of developing relationships that are not part of a closing sales plan. So I guess the book is a compromise between what it could be and what, pragmatically, is has to be. Commercial, and sales closing, orientated. So if that isn't your bag you'll have to be looking elsewhere. And if you are not a sales person you may find this book too agressive. I'd suggest looking at "Just Listen" Just Listen: Discover the Secret to Getting Through to Absolutely Anyone if you're non-sales.

If you're non-sales, here's another two links to ones that I like written by Andrew Sobel (a real professional at this issue) All For One: 10 Strategies for Building Trusted Client Partnerships and
...Read more ›
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1 of 1 people found the following review helpful By John Chancellor TOP 500 REVIEWERVINE VOICE on July 25, 2011
Format: Hardcover
It is becoming more and more difficult to distinguish businesses offering identical or near identical services. If the customer/client cannot distinguish your offering from your competitor's, then the buying decision often comes down to price. If your business is reduced to a commodity it becomes very difficult to earn a good living. The key to avoiding this is building strong relationships - relationships that last.

Ed Wallace, the author, gives a very easy to follow blueprint for doing just that. He says there are five steps to the relationship ladder. At the ground floor is establishing common ground. The next step up the ladder involves integrity and trust, after which comes using time wisely and then offering help and finally asking for help.

He starts the book by using a story of Max, a taxi driver whose business is about as basic as it gets, and tells how Max separated himself from all the run of the mill taxi drivers. While the story is a bit touchy feely, making you wonder if Max actually existed. But the story does offer a good vehicle for talking about the importance of building relationship and serves as a great teaching example. It is probably easier to see how to apply the concepts when talking about a taxi driver than it would be discussing a corporate consultant.

There are a couple of acronyms that the author uses as a shorthand for valuable lessons in relationship building. One is ROC - Rapport, Objectives and Credibility. This is a blueprint for all relationship building - establish rapport, have clear objectives and develop credibility.

The other acronym which I found interesting is GPS - Goals, Passions and Struggles.
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