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

4.7 out of 5 stars 23 customer reviews

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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: 5.8 x 0.9 x 8.8 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: #873,263 in Books (See Top 100 in Books)

Customer Reviews

Top Customer Reviews

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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Format: Kindle Edition Verified Purchase
I purchased this as a download for my Kindle and it is worth every penny. It came highly recommended from a high-level legal recruiter in Wash D.C. whom I've known for several years. The content is excellent if applied regularly.
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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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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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Format: Hardcover
Having practiced law in the same location for almost 20 years, I found that I already incorporated many of the author's suggestions into my practice on a subconscious level. I did, however, come to realize certain aspects about how a relationship is built that hadn't really occurred to me. In my opinion, almost every job has an element of sales to it, so I think the principles in this book would be of great benefit to many that are not directly involved in sales. After I finished the book, I gave it to a new associate in order to assist her with client development (which is a subject that is ignored in law school, evidently). This book isn't about Carpet Bombing a Chamber of Commerce Meeting with Your Business Cards. It's about the foundational elements of building relationships that will enhance your business and the lives of those you interact with. It is interesting, well-written and concise. It is well worth the price.
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Format: Hardcover
Many people judge the success of their networking by how many likes or connections they have. Ed Wallace focuses on forming meaningful relationships rather than acquiring large numbers of acquaintances. He shows how to move them along the continuum and how to glean when they are not moving.

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.
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