To build a relationship, first it is necessary to give in order to receive so as to build trust and credibility, and to demonstrate what can be expected on an ongoing basis. Enterprises offer promotions as incentives to encourage prospects to try out products and/or services on a trial basis before making a full commitment as customers.
To form a relationship, a customer has to become a new user of a product and/or service, or has to switch from another supplier. The new supplier has to be persuasive. Decisions to adopt a new supplier are often made on emotion, and then justified rationally. The new supplier may only receive part of the new customer’s business at first, and has to earn the rest over time. It is not uncommon for customers to do business with several suppliers to stimulate competition, especially on price, but also as a hedge if quality degrades, or if outages occur.
Relationships between parties migrate through up to four stages of development:
- Emerging – getting know each other with a few test transactions (both financial and non-financial)
- Growth – increases in size and/or volume of transactions
- Maturity – steady state: stable size and/or volume of transactions
- Declining – decreases in size and/or volume of transactions
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 migration path is not linear. Due to changing circumstances or lack of commitment, some emerging and growth relationships do not reach their full potential, whereas some mature and declining relationships migrate back to the growth stage again. It can take time to build a relationship, but it may be damaged beyond repair in an instant if credibility is lost.
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:
- Formation – getting to know each other
- Divergence – differing opinions, disagreement, and doubt
- Convergence – reconcilement, acceptance, and agreement
- Association – performing collaboratively or cooperatively
However the relationship can migrate to back to the divergence phase at any time.
Parties can be:
- External suppliers and customers
- Individuals within the enterprise with an internal supplier and customer relationship
- In some other relationship where they have to work together, either external or internal to the enterprise
If either of the parties or both are enterprises, the connection is always between individuals. Two individuals within the same enterprise can connect differently. Differentiators include willingness to help, or going beyond the call of duty.
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.
When you look at these headings you realize that they require some serious work and great effort that will be necessary if you see an improvement in not only your point of view about the relationship, but in real behavior on the ground of reality.
Dr. Phil’s Relationship Rescue encourages us to change our perspective of the relationship from negative to positive. We tend to illustrate things to be worse than they really are. If we changed our vintage point and attitude in the love relationship, this may help us see that the problems may be solved easily.
Dr. Phil, as usual, gives logical relationship advice that needs to be thought of and worked out. There are millions of people who have put his advice into action and had seen great improvements in their lives whether about relationships or in general. If you don’t have the time or the endurance to read the Relationship Rescue book, there is an easy to hear audio book available. It is easy to comprehend and designed for busy people but also helps you that you have to listen carefully to his sound advice in his unique voice
Resource Author Francisco Rodriguez Higueras
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