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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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From the Back Cover
The first systematic program for advancing business relationships. In five easy-to-follow steps, the book shows how to transform any casual business relationship into a valuable source for revenue, leads, and advice. Author Ed Wallace combines memorable anecdotes with a clear theoretical framework that shows individuals how to leverage their hard business skills with the often-overlooked soft skills of relationship building. In a recent survey, 88 percent of executives indicated that the strength of their client, customer, and referral relationships was critical to achieving their goals each year. But only 25 percent of those same executives said they had a formal process for planning, managing, and growing business relationshipsand 73 percent of the group surveyed said they would be very interested in reading a book on this topic. BUSINESS RELATIONSHIPS THAT LAST delivers the process that so many people and organizations need.
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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Top customer reviews
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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.