1. Creating Relational Capital Ed Wallace Improving RESULTS Through RELATIONSHIPS

2. © 2008-2012 The Relational Capital Group All participants should duly note that a copy of the ICE ANTI-TRUST POLICY has been given to you. The statement reminds us that the policy restricts decision-making and discussion. These restrictions are designed to prevent even so much as an appearance of impropriety. The policy statement should guide us in all our discussions.

3. © 2008-2012 The Relational Capital Group People like to work with people they ________________________________!

4. relationships have a highly significant impact on their business results. © 2008-2012 The Relational Capital Group Source: Candice Bennett & Associates survey, March 2009 89% of senior executives…

5. use a formal process to build business relationships! © 2008-2012 The Relational Capital Group Why is that? Yet only… 24% Yet only… 24% Source: Candice Bennett & Associates survey, March 2009

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7. Why? (Contribution to goals and other performance criteria) Seek referrals that deliver 15% of 2013 revenue Relational Ladder Process category: (Check one) Acquaintance X Professional Peer Respected Advisor Important Business Relationship: Jeff from DDI Copyright © The Relational Capital Group 2008-2011 7

8. Relational Capital The distinctive value created by people in a business relationship The little extras! © 2008-2012 The Relational Capital Group

9. Worthy Intent The inherent promise you make to keep the other persons best interests at the core of your business relationship! © 2008-2012 The Relational Capital Group

10. Your Worthy Intentions 10

11. 11 Essential Qualities of Relational Capital Credibility

12. GPS® 12© 2009-2012 The Relational Capital Group

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14. Essential Qualities of Relational Capital © 2008-2012 The Relational Capital Group Credibility Integrity Authenticity Relational Capital

15. Relational Ladder® © 2008-2012 The Relational Capital Group

16. Respected Advisor Relationships Share business and personal goals, passions, and struggles Include you in their strategic planning processes Respond to your suggestions Ask for your help Initiate unsolicited referrals on your behalf © 2008-2012 The Relational Capital Group

17. Why? (Contribution to goals and other performance criteria) Seek referrals that deliver 15% of 2013 revenue Relational Ladder Process category: (Check one) Acquaintance X Professional Peer Respected Advisor Strategy to move up the Relational Ladder® Process: Commit to meeting on a monthly basis, ensuring that an aspect of GPS is covered in each meeting Relational GPS®: Goals: To grow the DDI sales practice to $20 million by 2013 Passions: Traveling to Italy to connect with family Struggles: Lacks a prescriptive approach for relationship development Important Business Relationship: Jeff from DDI Copyright © The Relational Capital Group 2008-2011 17

18. Maxs Approach Delivered Real Business Performance! Customer loyalty Increased revenue per ride More frequent trips Competitor proof Respected Advisor status © 2008-2012 The Relational Capital Group

19. Think relationship first during all of your interactions!!! © 2008-2012 The Relational Capital Group

20. 20 The Relational Capital Group The Relational Capital group offers the following services: – Workshops and executive retreats – Keynote talks by Ed Wallace – Webinars and Coaching programs – Read Business Relationships That Last Visit Max at www.relationalcapitalgroup.com to learn more!www.relationalcapitalgroup.com

21. © 2008-2012 The Relational Capital Group