Building Business Relationships

Are you struggling to create and keep profitable customers? Columns for Sales and Marketing Management who wants to build business relationships.
Sunday, July 27, 2003

Multitasking is wasteful and unproductive. Discover the harm multi-tasking is doing to your business and what you could be doing instead. A different look at employee performance and getting more done.

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Farmer-turned-business Leader Gives Tips on Success (Abstract)

Farmer-turned-business Leader Gives Tips on Success. A former farmer who rose to become president of a group of Chinese enterprises has published a book on running a successful business. [People's Daily: Business]

Yuan Qinsheng's book "Liberal and Human-centered Approaches in Management" outlines "human-centered" management approaches and other techniques; he also argues the points of:

Two points that really stood out in this article (with commentary):

  1. Pays great attention to the general development of employees.  The stronger your employees are the more they can accomplish for the business. Too often we fear our employees will take over if they are smarter than the managers, but this just isn't true. Train your employees how to do their job, constantly tune their skills while advancing them in their careers. In addition to teaching job based skills, teach employees how to develop additional sales that enable their financial growth.
  2. A good manager should try to "win understanding and support of family members of workers".  Modern workers spend more time away from there families, by engineering strong relationships with the personal relationships around each employees you can reduce the individuals stress. This could be as simple as being flexible around family events, sending a birthday card to children, or make available special evening events for spouses.

If you would like an English translation of this book, I've got connections in Hong Kong that could arrange a copy for you. Write me. A number of my articles have been translated into Chinese, if you're not already doing business in China, you should look into it.

Justin Hitt helps executive build stronger relationships that can increase profits and create loyal customers. For more information visit Inside Strategic Relations or call +1 (877) 207-3798

4:53:26 AM    Join Newsletter

Individual behavior can influence your economy

Dubner, Stephen J. Calculating The Irrational In Economics. (New York Times, Arts & Ideas/Cultural Desk, 28 June 2003)

Behavioral economics -- which blends psychology, economics and, increasingly, neuroscience to argue that emotion plays a huge role in how people make economic decisions. [News in Brain and Behavioral Sciences, Issue 101]

Other resources on this topic include:  The Society for the Advancement of Behavioral Economics (includes a list of relevant journals), Russell Sage Foundation Summer Institute on Behavioral Economics (includes agenda of last program and participant list), and should I miss anything MIT presents a Behavioral Economics Bibliography.

Relationships strengthen emotions and establish expectations for individuals. I've pulled heavily from some of the surface discussions in this community. It is key to remember that people are not cogs in a bigger business machine, they are people and will always be people.

When the individuals working for you, or with you, or even served by your product feel you have grouped, categorized, or labeled them, and they will discount your value to them. While these customer segmentation strategies help you select more profitable customers, they should be conducted in a manner that increases the feeling of individualism.

Behavioral sciences can help you understand people in such a way to help you reach them more effectively. The way they respond to what you have to offer will significantly influence your companies economy (flow of goods and services.)  Take emotional states into consideration in your marketing communications, customer interactions, and how you treat your employees-- these strategies powerfully build your bottom line.

Justin Hitt teaches executives how to create strong business relationships that can increase profits while improving customer loyalty. To learn more about business relationships visit Inside Strategic Relations or call +1 (877) 207-3798

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CEO vs. CIO: Can This Marriage Be Saved? (Abstract)

Weinberg, James C., Thomas Park. CEO vs. CIO: Can This Marriage Be Saved? (CIO Magazine, Consultants' Briefing, Booz Allen Hamilton)

Often CEO's act as though they are partners in an uncomfortable relationship. Many CEOs see CIOs as experts only in technology when they can play a greater role in developing business strategy.  This abstract addresses key issues presented in the original article with commentary.

Three critical areas that need the most attention in this peer relationships:

Technology in the Organization Chart

To make sure the company has the tools it needs to meet strategic business objectives, the CIO must be considered part of the advisor's and decision makers bringing the organization together. Technology selection must be made in the perspective of a companies future needs, the needs of each department must be considered.

Bridging the Communications Gap

Including the CIO in the decision-making infrastructure of your organization is a start, from this point the CEO should communicate support for the CIO and their selected technologies. The CIO functions as a bridge between executive decisions and technological implementation. Management strategies should be discussed with regular progress meetings, in the same respect the CEO meets with heads of sales, marketing, and support.

Process Management

Technology shapes business process, it can also drain budgets of much needed capital. Prioritize technology expenditures and regularly communicate with the CEO about the value of technical changes. Each technological change should bring additional value to the organization advancing it to it's goals.

A Brighter Future

CIOs are being more commonly accepted into the executive management team, and stepping forward to face the challenges of building strong relationships with the teams other members. As technology transforms business this tactical bridge improves communications and business process. Overall these steps are essential to increasing revenue, efficiencies, cost cutting, and innovation commonly made available through this type of partnership.

Justin Hitt teaches executives how to create strong business relationships that can increase profits while improving customer loyalty. To learn more about business relationships visit Inside Strategic Relations or call +1 (877) 207-3798

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What the best B-to-B websites did right and wrong

Morrison, Mary E. The 2002 NetMarketing 100: Best B-To-B Web Sites. Identified the best b-to-b Web sites across 14 industries. Evolved beyond the static online brochures to powerful, immediate and interactive marketing assets.

For the sixth year, BtoB Online considered 800 sites in the business to business web space.  Winning sites must present relevant information in an easy-to-find fashion. Here is a summary of what the best sites featured, and what many sites did wrong.

Best sites featured:

Bad news for many sites:

List includes scoring for top sites, industry, and specific comments by judges.

See also: Shoppers Demand Decent Design (Abstract), What are you assuming your website visitors already know, Top Sites' User Experience Teams and Their Challenge (Abstract)

Justin Hitt helps executive build stronger relationships that can increase profits and create loyal customers. For more information visit Inside Strategic Relations or call +1 (877) 207-3798

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Last update: 04/08/2004; 2:33:10 PM.

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