From: Jim Cathcart
Here’s my newest and most exciting speech topic and the subject of an upcoming book I’m writing.
How to Select, Develop & Sustain
High-Value Relationships ™
Build Stronger Teams,
Make More Sales,
Strengthen Customer Loyalty,
Motivate Yourself and Others,
Get More Done!
New insights into the Science, Psychology & Economics of Business Connections
The Basis of Relationship Intelligence
Relationships are Assets: In any setting, relationships are assets, both business and personal. As such, they can and should be created, managed, nurtured, measured, and even discontinued, intentionally and consciously.
It’s All About Who Cares: Business cannot exist in the absence of relationships. The stronger the relationships, the more potential for success in the business. It’s not who you know that counts; rather it’s who is glad that they know you. The more they care—whether the “they” are associates, prospects, customers, vendors—the greater the potential for success.
Relationships Comprise the Business: The business is not the stuff, it is the relationships between the people: It then follows that the business exists whenever and wherever two or more people communicate to achieve the desired outcome. This applies to virtual businesses as well. A “virtual” business may have no brick-and-mortar “home” yet be highly successful. But it must have a relationship network of individuals focusing on a desired outcome. So, focus on the relationships when you want to grow the business.
The Rules of Engagement Depend upon the Desired Outcome: When the purpose of a relationship changes, the expectations and “rules” that apply also change. In that sense, the purpose defines the nature of the relationship, which holds true until the purpose or desired outcome is met. Then that particular relationship ends, or transforms into a new one that is driven by a new purpose. Therefore, the purpose, or desired outcome, gives meaning to the relationships.
The Desired Outcome Defines the Business: All relationships can be evaluated with regard to the desired outcome, which may be as simple and seemingly rules-free as casual friendship or as complex and legally binding as the organization of a federal institution. A marriage contract is one that overlaps broadly between personal and legal aspects of a relationship. The success of a business relationship always refers back to the desired outcome, which might change over time, requiring ongoing revaluation.
The Key to Success is the Inner Circle: Any business, including “mom-and-pop” operations, is run by a select few, which we refer to as its “inner circle.” Inner circles, those committed to reaching the desired outcome, are the key to the success of any business. The Relationship Intelligence within the inner circle is of utmost importance, for without an effective inner circle, the business will not succeed. The potential for success of any business can accurately be predicted on the basis of the Relationship Intelligence of its inner circle.
Relationship Intelligence Works @ Work: Fortunately, Relationship Intelligence is learnable. Skills for self awareness and self leadership, understanding and communicating well with others, and adapting to changing situations and differences in people are all known processes and proven wisdom. So, even the least relationship intelligent among us can learn to become better.
The Formula for Relationship Intelligence, increasing the RI Factor.
Here is The RI Formula (c): RI = A + P / DO
Awareness + Performance over Desired Outcome
(The greater the desired outcome is, the more important it is that your awareness and performance are at a high level.)
Both Awareness* and Performance** need to cover the three areas of “SOS”: Self, Others and Situation
*Self Awareness, Others Awareness and Situational Awareness
**Self Expression, Hearing Others and Adapting to Differences in Situations and People
Awareness and Performance when displayed as a grid produce four Modes of Operation (MO). It is vital that your mode matches your desired outcome. For example: if you want a doctor to heal you, then you must assume either the Passenger or Navigator mode and let the Doctor do his or her job. But if you want to lead a team to victory then you must assume the Leader mode. (Or Driver mode if someone else is calling the plays.)
High Awareness and High Performance = Leader mode (simply needs opportunity)
High Awareness and Low Performance = Navigator mode (needs motivation)
Low Awareness and High Performance = Driver mode (needs education)
Low Awareness and Low Performance = Passenger mode (needs education & motivation)
In any group there is an Inner Circle that determines its direction.
This is displayed as a wheel with you at the center and the members of the circle around you on each spoke. Seeing all the key relationships in a “sociogram” format like this allows you to keep the relationships in perspective. The Inner Circle model shows three vital elements: The players, their relationships and the mix of possibilities they bring to the circle.
Once you identify and assess the Inner Circle, you can estimate the success potential of the entity.
In summary, it is all about the relationships among the Inner Circle. Once you have the right Inner Circle identified or created then by focusing on increasing the RI factor in each relationship you will have tapped the potential for that to become a High-Value Relationship for you.
MUCH more to come. Your feedback is welcomed.
Jim’s Blog: www.cathcart.com/blog