Rela%onship  Economics®  The  art  &  science  of  rela0onships  

David  Nour  –  CEO  The  Nour  Group  Inc.  

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David  Nour  •   IRAN  

•   MGMT  UNDERGRAD,  EMORY  MBA  

•   ATLANTA  

•   SALES  &  MARKETING  

•   CONSULTING  /  M&A  

•   FAMILY  

Agenda  

•   Intro  to  Rela0onship  Economics®  

•   Rela%onship  Currency®  Roadmap  

•   Age  of  Connected  Rela%onships  

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“Networking”  

Contacts  or  Rela6onships?  

Value  of  YOUR  Rela6onships?  

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Map  Your  Success…  

Success?  

Time  

3.  Cri'cal  Rela6onships?  

2.  Key  to  Your  Success?    

1.  Lessons  Learned?  

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“Leadership  Competencies  for  Success”  

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Success  is  Fueled  by  Rela%onships  

From:  Departments  /          Func%ons                To:  Connec'ons  

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Rela%onship-­‐Centric  Culture…  Relating…. Overcoming “No Trust”

Discovery… Overcoming “No Need"

Advocating… Overcoming “No Help"

Supporting… Overcoming “No Satisfaction"

Trust = Credibility + Empathy

Want vs. Need!

Why You & Why Your Org.?

“Tweetable Moments”

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What  Rela%onships  Do  You  Need?  

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Three  Rela%onship  Types  

•   Personal  -   Enhance  Personal  &  Professional  Development  -   Externally  Faced;  Discre%onary;  Relevant?  

•   Func%onal  -   Efficiency;  most  relevant  to  immediate  tasks  -   Internally  Focused;  Non-­‐discre%onary  

•   Strategic  -   Uncovering  Future  Challenges  &  Opportuni%es  -   Internal  /  External;  Context  of  Future  Horizon  

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The  Path  to  Strategic  Rela%onships…  

Time

Unques'onable  Integrity  

Repeat  Confidence  

Trust-­‐Centric  Introduc'ons  

Custodial  Pride  

Personal  Passion  

Unsolicited  Vested  Interest  

Performance,  Execu%on,  Results  

Ret

urn

on Im

pact

™

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You  Must  Become  an  Expert  in  All  Things…  

YOUR  Rela0onships  &  Their  Rela0onships!  •   Their  Likes,  Dislikes  •   Preferences,  Tastes,  Prejudices    •   Business  and  Revenue  Models,  Growth  Oppts  •   What  They  Do  vs.  What  They  Say  They  Do!  

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A:  They  Need?    (vs.  Want)  1.  Exis%ng  -­‐  $  

2.  Impending  -­‐  $$  3.  Created  -­‐  $$$  

B:  They  Can’t  Get  Elsewhere!  1.  Knowledge  /  

Talent  2.  Experience  3.  Influen%al  Rela%onships  

C:  You  Bring?  1.  Unique?  

2. Well  Posi%oned?  3.  Clearly  Understood?  

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The  New  Norm…  1.  Become  an  Object  of  Interest  /  Create  Market  Pull…  2.  Develop  Diverse,  Quality,  Value-­‐Based  Market  

Rela%onships  3.  Ensure  Economic  Buyer  (EB)  4.  Provide  Value,  Provoke,  Contrarian  Perspec%ve  5.  Develop  a  Trus%ng  Rela%onship  6.  Conceptual  Agreement  on  Objec%ves,  Measures,  Value  7.  Propose  Win/Win  vs.  We  Win  8.  Business  Rela%onship,  i.e.  “Rinse  &  Repeat”  

Agenda  

•   Intro  to  Rela0onship  Economics®  

•   Rela%onship  Currency®  Roadmap  

•   Age  of  Connected  Rela%onships  

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Your  Biggest  Asset…  

Brand  Called  YOU!  

Civic  

Centers  of  

Influence  

Professional  

Industry  

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Rela%onship  Currency®  Roadmap  

STRATEGIC  RELATIONSHIP  PLAN  (SRP)™  

RELATIONSHIP  CURRENCY  DEPOSITS™  

CURRENT  RELATIONSHIP  

BANK™  

PIVOTAL    CONTACTS™  

RELATIONSHIP  CENTRIC  GOALS  

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Pivotal  Contacts  –  Inside  Your  Organiza%on  

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Pivotal  Contact  Sources…  

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Pivotal  Contacts  –  Equifax  

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Depth  &  Relevancy  

Occasional  Collegial  

Regular  Co-­‐Opera've  

Frequent  Collabora've  

Immediate        Inter-­‐Dependent  

5  PM  

7  PM  

9  PM  

Agenda  

•   Intro  to  Rela0onship  Economics®  

•   Rela%onship  Currency®  Roadmap  

•   Age  of  Connected  Rela%onships  

@davidnour #ssLIVE

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From  “Doing”  Social  to  Becoming  One…  

•  Impact  of  Social  on  Teams  /  Orgs?  

•  How  do  visionary  leaders,  lead  differently  b/c  of  social?  

•  What  about  the  talent  gap?  

•  EVA  of  Internal  &  External  Networks?  

•  Value  of  Failure?  •  Socially-­‐Enabled  Innova%on?  

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100  million  Tweets  each  day  

75%  Of  people  who  don’t  believe  your  marke%ng  /  adver%sing  

$93  billion  Revenues  missed  due  to  misaligned  value  needed  /  offered  

Age  of  Connected  Rela0onships  

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Ripple  Effect  of  Disrup%ve  Forces  Individuals  §  The  connected  consumer  §  The  networked  workforce    §  The  empowered  ci%zen  

Industries  § Value  migra%on    § Value  chain  redefini%on    §  Fragmenta%on  

Organiza6ons  §  Evolved  business  models  § Op%mized  digital  opera%ons  § Connected  enterprise  

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RelationshipEconomics.NET

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5  Ways  to  Learn  More…  

1.  Read  Rela6onship  Economics  Book!  

2.  1%  Rule!  3.  Subscribe  to  Monthly  Newsleuer  

4.  Rela%onship  Economics  Group  

5.  Follow  @davidnour  

David  Nour  Rela%onship  Economics®  Atlanta,  GA  

404-­‐419-­‐2115  NourGroup.com  

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