Sunday, February 01, 2004
Are you struggling to create and keep profitable customers? Columns for Sales and Marketing Management who wants to build business relationships.
Executive Guides: Leadership. Describing various management styles with an overview of c-level executives roles in new management philosophies. [Darwin Magazine]
Your management style has a huge influence on the relationships you create. While no one style is better than another, it's a matter of matching your personality with a style then with the type of relationships you look to create.
Management style influences and questions you should ask yourself about the relationships you have created:
- How you make decisions (participative or controlling),
- Do you create new relationships for your own or mutual gain?
- Are relationships around you there to help you make the right decision or to support the decision you like most?
- Do you choose relationship partners based on their strengths or weaknesses?
- Giving directions (broad objectives or detailed prescription),
- How clearly are relationship objectives defined among group members?
- Do you choose loosely grouped relationships or structured models for specific purposes?
- How are group objectives defined in the relationships you already have?
- Influencing people (persuade, facilitate or demand),
- Do you group like-minded relationships so they may work together or do you act as a conduit between connections?
- What criteria do you use for asking relationship partners to perform certain actions?
- How do your relationships support your objectives while helping them achieve their own?
- Dealing with conflict (avoid, cause or engage),
- How do you handle conflicts within your social network?
- Are you more trouble than a relationship with you is worth?
- Could you accomplish more with higher quality relationships?
- Orientation to change (visionary or status quo),
- Do you have a clear reason for being in a relationships with the people around you?
- Where are you taking your sphere of influence or where is it taking you?
- How easily can you convey your long-term objectives to those around you?
- Orientation to results (action or analysis),
- How are group results documented, conveyed, understood, or modeled?
- Do you prefer to do something to move the group forward or would you rather direct the groups efforts?
- How involved are you with the results the relationships around you achieve?
- Interpersonal skills (mature or immature),
- How do you handle concerns you have with members in your social network?
- Do you easily convey your own objectives, interests, and available resources?
- Are you listening and understanding the needs of individuals to whom you connect?
Other management styles can influence relationships development, but have not been listed here for the sake of space. Review your own "style" and look at how it influences the relationships around you. Darwin Magazine's Executive Guide on Leadership also has excellent links to university research and leadership resources that might help you identify your management style.
/ executive-relations | "management-strategy" /
Last update: 04/18/2004; 3:14:58 AM.