Investing in Relational Capital

“People buy from people they ________________________!” Copyright © The Relational Capital Group

“People buy from people they share a common goal with!” Copyright © The Relational Capital Group

relationships have a highly significant impact on their business results. 4 Source: Candice Bennett & Associates survey, March % of senior executives…

use a formal process to build business relationships! 5 Why is that? Yet only… 24% Yet only… 24% Source: Candice Bennett & Associates survey, March 2009

The Relational Capital Group (RCG) Since 2006, RCG has been helping companies identify, measure, and advance the key relationships that most impact their performance – Relational Competency Development Programs – RQ® Technology Solutions – RCG’s Relational Ladder® Not Another Sales Methodology Repeatable Process – More than 50,000 relationships assessed 6 Customer Success Stories

Intentionality Unintentional Relationships  Lower conversion rates  Competitive risk  Increased costs of sale  Increased costs of sustainment Intentional Relationships  Higher visibility with key contacts  Increased customer loyalty  Increased competitive intelligence  Increased individual performance “Competitor Proof” your customer-facing team 7

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Relational Capital The “distinctive value” created by people in a business relationship The “little extras!” 9

Worthy Intent “The inherent promise you make to keep the other person’s best interests at the core of your business relationship!” 10

Essential Qualities of Relational Capital © The Relational Capital Group Credibility Integrity Authenticity Relational Capital

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13 Relational Ladder® Process

GPS® 14

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Action Point - GPS Identify a goal, passion, or struggle for each of your relationships. Relational GPS®: Goals: Passions: Struggles: 16

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Respected Advisor Relationships Share business and personal goals, passions, and struggles Include you in their strategic planning processes Provide you with early warning signs Ask for your help Initiate unsolicited referrals on your behalf 22

“Plans are only good intentions unless they immediately degenerate into hard work!” Peter Drucker 23© The Relational Capital Group

Put the “R” into your CRM

RQ® for Salesforce – Intentions and Purposes Individual Relational Skills Development – RQSF helps individuals prioritize, analyze, and develop specific action plans to advance their most important business relationships Organizational RC Development – RQSF helps organizations build a pervasive competency and visibility around competitively developing relationships Organizational Relational Strategy Execution – RQSF helps organizations design, implement, and govern relational development strategies

RQ® for Salesforce – Outcomes Increased individual relationship skills Improved performance (individual and organizational) Increased collaboration around account and relationship planning – becomes part of your workflow Greater organizational visibility into key relationships Your competition is not doing this!

Easy to Implement and Adopt Completely Native Force.com application (No integration) Simple setup and configuration No changes to existing security model Standard interface and navigation structures Integrated with Account and Contact pages

Think “relationship first” during all of your interactions!!! 28

© The Relational Capital Group

Creating Relational Capital™ Ed Wallace - Chief Relationship Officer – Jeff Jorge – – This material is owned by, and the property of The Relational Capital Group®. This material is intellectual property and is confidential. Any reproduction, copying, or other use of this material in any manner without the express written permission of the owner is strictly prohibited. Relational Ladder, Relational GPS, ROC, Relational Capital Gains, RQ, RQ Pro, and Relational Capital Action Planner are registered trademarks of The Relational Capital Group. 30