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BUILDING STRONG RELATIONSHIPS
- FOUR STAGES OF DEVELOPMENT,
FOUR PHASES OF CONNECTION
● Emerging - getting know each other with a few test transactions (both
financial and non-financial)
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Non-financial transactions include updating account information, and
determining service delivery options. However, they can also be related to
non-economic events such as invitations to parties, receptions, and
seminars, and referrals.
The strength of a relationship is based upon the degree to which the parties
wish to connect with each other, and applies to both financial and non-
financial transactions. The strength of the relationship migrates through
four phases of connection, primarily during the emerging stage of
development:
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Relationships between non-competitors are either collaborative or
cooperative. In both cases, there is a common purpose or value. In
collaborative relationships, the parties are dependent upon each other; in
cooperative relationships, the parties are independent.
Relationships often exist within certain tolerance levels for quality and
price, and service levels can be differentiators. In general, lifestyle
enterprises differentiate on the basis of service because owners are willing
to make the extra effort to exceed customer expectations personally with
no additional labor cost.
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Customers will often test suppliers with "teaser" transactions before a
major financial outlay occurs, and before a supplier is recommended to
others. However, "word of mouth" referral is the best way to start a
relationship.
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For more information...
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About Nigel A.L Brooks...
www.nigelalbrooks.com
www.bldsolutions.com
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THE BUSINESS LEADERSHIP DEVELOPMENT CORPORATION
13835 NORTH TATUM BOULEVARD 9-102
PHOENIX, ARIZONA 85032 USA
www.bldsolutions.com
(602) 291-4595