Standard of trust sales presentation deck april 2012

Relationship Capital (RC)

Capture Measure Flourish

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Agenda

• Companies and Relationships

• The Relationship Economy is NOW

• The Standard of Trust Approach

Copyright 2012 Standard of Trust All Rights Reserved

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All Businesses Begin—And End—With Relationships


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When Asked, Many Executives Claim “Relationships Are Critical To Our Business”


Enterprise

Employees

Customers

Markets

Suppliers

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Yet Do Precious Little To Optimize Them


Customers• CRM• Sales force management

Suppliers• Scorecards• Vendor Negotiations

Markets• Public Relations• Quarterly Reports

Employees• Organization Development• Training• Retention Programs

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Unfortunately, Most Businesses Treat Relationships As A Means To An End


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Relationships Drive The Engines Of The Relationship Economy…

Copyright 2010 2012 Standard of Trust All Rights Reserved

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Quality of Relationships Drive Performance


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…And Relationship Capital Is Its Currency


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Relationship Capital Builds Your “Brand” In The Marketplace

Branding is used to present a consistent “picture” of you in the marketplace• Branding tells others who you are• Branding helps others know what

you stand for• Branding is a way to communicate

your reputation• Branding is a vehicle to

proactively manage your reputation

Creating Relationship Capital is a critical part of your organization’s branding efforts


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Relationship Capital (RC) Is A Fundamental Measure of How Your Company Is Doing In The Marketplace

RC is based on a mindset of Doing The Right Thing in business: Transparency/Honesty, Accountability/Responsibility, Going the Extra Mile, Support, Empathy/Understanding

RC is a catalyst for building trust with people who don’t already know you

RC brings opportunities to you based on your public reputation

RC makes you findable by others and transmits your reputation on the internet and elsewhere


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The “Do The Right Thing Mindset” Is The Core Of the Standard of Trust Approach…

The “Do The Right Thing Mindset” embodies the business values/characteristics necessary for operationalizing relationships in business

Transparency/ Honesty

Responsibility/ Accountability

Go The Extra Mile

Support

Empathy/Understanding

04/10/2023 Copyright 2012 Standard of Trust All Rights Reserved

http://images.google.com/imgres?imgurl=http://www.smallbusinessbranding.com/images/mile.jpg&imgrefurl=http://www.smallbusinessbranding.com/985/always-go-the-extra-mile/&usg=__PzYvfmEGsY9ttP1oolbx0U2k8Bk=&h=300&w=400&sz=78&hl=en&start=2&sig2=3NOW91lpUqLJ0-RbrSr8gw&tbnid=jaTP_4-ESKaEeM:&tbnh=93&tbnw=124&prev=/images?q=go+the+extra+mile&gbv=2&hl=en&sa=G&ei=ObjLSfuuCYL8nQezwYzwCQ

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http://images.google.com/imgres?imgurl=http://z.about.com/d/themeparks/1/0/j/O/CG23.jpg&imgrefurl=http://themeparks.about.com/od/themeparksphotogalleries/ig/Cypress-Gardens/Pyramid-Power.htm&usg=__JLpqE9ClKB3imI6qbgTgkmzHWe0=&h=500&w=483&sz=57&hl=en&start=14&sig2=omAQ56XmSQGLX-Gj4QmVVQ&tbnid=YJNWyNOYsz5X_M:&tbnh=130&tbnw=126&prev=/images?q=human+pyramid&gbv=2&hl=en&sa=X&ei=VLbLSaC2O8fwnQfU4cTNCQ

http://images.google.com/imgres?imgurl=http://www.masternewmedia.org/images/new-media-technologies-elearning-connecitivism-George-Siemens-digest-344.jpg&imgrefurl=http://www.masternewmedia.org/news/2008/05/18/making_sense_of_new_technologies.htm&usg=__wDt2bYV0GHzdQqoMoNJPLT8C3Ak=&h=349&w=344&sz=32&hl=en&start=23&um=1&tbnid=4u3n36kKX9fy7M:&tbnh=120&tbnw=118&prev=/images?q=understanding&ndsp=18&hl=en&rls=com.microsoft:*&sa=N&start=18&um=1

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DTRT Relationship Maturity Model (DTRT-RMM)

Copyright 2010 L2012 Standard of Trust All Rights Reserved

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…Translating Into Excellence in Execution…


Do the Right thing

Mindset

Quality

Governance / Control

CollaborationCapability

Service/DeliveryFocus

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…And Generating Relationship Capital


Relationship Capital

Commitment

Respect

Trust

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Relationship Capital (RC) Creates Success


Profitability

Attraction

Sustainability

Retention

Growth

New Customers

New Talent

Shareholders

Partners

Economic

Product Life

Competitive Advantage

Processes

Customers

Employees

Key Suppliers

Partners

Revenues

Market Share

Geographies

Capitalization

New Products/Services

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Tomorrow’s winners will embrace the Relationship Economy as a way of business

• Tomorrow's winners will be the companies who change their underlying business models or channels in a way that is creative, revolutionary, and difficult to mimic

• A Relationship Economy represents a fundamental change in the way companies relate to/with internal and external stakeholders

• Relationship Capital is the primary currency of the Relationship Economy: Building it, investing in it, trading it

17Copyright 2012 Standard of Trust All Rights Reserved

04/10/2023 Copyright 2010 Libertango Partners LLC All Rights Reserved 18

So, If Relationships Are Critical To Your Business…

Enterprise

Employees

Customers

Markets

Suppliers

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And This Is What You Are Doing About Them…


Customers• CRM• Sales force management

Suppliers• Scorecards• Vendor Negotiations

Markets• Public Relations• Quarterly Reports

Employees• Organization Development• Training• Retention Programs

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How Is That Working For You?

• When times are hard, do you– Raise prices? – Demand extended payment terms from vendors?– Put downward pressure on prices from suppliers?– Lay off employees?

• Or, do you– Work with customers, suppliers and employees to create new

products or services that will be successful in the marketplace?– Eliminate waste in your business processes and in your

interactions with customers, suppliers and employees?– Collaborate with customers, suppliers and employees to

identify ways to cut costs in your operations without sacrificing quality or service levels or people?

– Approach your key customers and suppliers and focus on ways to help them survive?


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If You Think You Should Be Doing Better—Call Standard of Trust

• Relationship Capital assessments for Departments, Divisions, entire Organizations

• Roadmaps to repair relationships with Employees, Customers, Suppliers and Markets

• Integrate Enterprise Relationship Management into strategic planning

• Generating Relationship Capital (RC)• Operationalize your Relationships


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Standard of Trust

• Our vision – – An efficient economy in which companies operationalize

their relationships and use relationship capital as a competitive advantage, to drive growth and become more efficient - To become relationship capitalists

• Our Mission –

– The Standard of Trust mission is to assist clients to optimize Enterprise Relationship Capital Management so they can compete and thrive in the Relationship Economy.


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Standard of Trust

• Rob Peters–[email protected]–O: 847-698-3614–Twitter: @StandardofTrust


04/10/2023 24Copyright 2012 Standard of Trust All Rights Reserved

We are Relationship Capitalists