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Relationships help seal the deal

People do business with people they like. We have all heard that phrase before and know it holds a great deal of weight. In this economic climate, the financials have to be the key driver in decision making. However, with that being comparable, the strength of the relationship will seal the deal.

The process is basic and simple but since not everyone does this, it can be quite a differentiator. This has a lot to do with procurement since you have internal customers and also constantly working with suppliers and salesmen.  

SRS_handshakeTrust, consistency and dependency are such important ingredients. Do what you say and say what you do!!

I have found that talking to someone makes such a difference. We rely too much on email and texting. Since only 7% of the message is the words, most communication involves tone, inflection and body language. I know everyone has received an email and perceived the wrong message. Once you actually talked to the sender, it was a totally different situation. The recommendation is to pick up the phone or walk across the office and talk to people! It will serve you well in building that foundation of trust.

In our Flip Side article this week, we discussed Relational Outsourcing. The trend in the past has been to utilize outsourced teams for behind the scene activities. That is changing and the ability for the entire team to work together is even more critical. Customer facing roles must understand the importance of relationship.

We would love to hear your comments about doing business based on the strength of the relationship. Do you have any training recommendations improving this skill?

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Tuesday, 16 July 2019

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