Download - David Nour on Relationship Economics 11.12
Rela%onship Economics® The art & science of rela0onships
David Nour – CEO The Nour Group Inc.
@davidnour #ssLIVE
@davidnour #ssLIVE
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
@davidnour #ssLIVE
@davidnour #ssLIVE
Map Your Success…
Success?
Time
3. Cri'cal Rela6onships?
2. Key to Your Success?
1. Lessons Learned?
@davidnour #ssLIVE
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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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
@davidnour #ssLIVE
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
@davidnour #ssLIVE
@davidnour #ssLIVE
Your Biggest Asset…
Brand Called YOU!
Civic
Centers of
Influence
Professional
Industry
@davidnour #ssLIVE
Rela%onship Currency® Roadmap
STRATEGIC RELATIONSHIP PLAN (SRP)™
RELATIONSHIP CURRENCY DEPOSITS™
CURRENT RELATIONSHIP
BANK™
PIVOTAL CONTACTS™
RELATIONSHIP CENTRIC GOALS
@davidnour #ssLIVE
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
@davidnour #ssLIVE
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?
@davidnour #ssLIVE
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
@davidnour #ssLIVE
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
@davidnour #ssLIVE
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