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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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Top Customer Reviews
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.
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.Read more ›
His book provides clear steps on improving relationships whether you are in sales or not. His premise is that people connect with people and if you're not connecting on that level, you will not have successful business relationships. If you're selling ice water on hot days, you may not need it, but if your sales cycle is more complicated and requires trust, you need this book.
Most Recent Customer Reviews
Easy to read, great actionable advice, I can already see improvements in my relationships - not just business but also personal. Read morePublished 16 months ago by Mr Luke Ireland
Clear, practical advice on what really matters in business. Highly recommend it.Published on July 25, 2014 by Nancy Falls
Easy read but information that you can apply immediately. Looking forward to the followup book from this author. Read morePublished on April 26, 2013 by Chris Mason
For all in business who understand the value and necessity of identifying and developing capital in their most important business relationships, this book is a must read.Published on November 25, 2011 by Jory
At long last, there is a business book that places a premium on relationships over mere costs, profits and bottom lines. Read morePublished on July 15, 2011 by Dr. Joseph S. Maresca
"Ed Wallace's book helped me to reassess my business relationships to understand why they may have been stuck and what to do to fix them. Read morePublished on January 4, 2011 by Douglas L. Schmidt
A good partnership is something that is invaluable for successful businesses. "Business Relationships That Last: 5 Steps to Transform Contacts Into High Performing Relationships"... Read morePublished on April 10, 2010 by Midwest Book Review