Relationship Economics®The art & science of relationships
David Nour – CEOThe Nour Group Inc.
@davidnour #RelationshipEconomics
@davidnour #RelationshipEconomics
To help visionary clients achieve unprecedented growth through a unique return on their strategic relationships.
• Unprecedented Growth: Revenue, New Customers, Market Share
• Unique Return: Quantifiable Return on Customer Relationships
• Strategic Relationships: Customers, Partners, Employees
Our Mission
@davidnour #RelationshipEconomics
Strategic Relationships Create Powerful Business Advantages
Fuel Growth
Boost Success
Accelerate Results
However, among most individuals and organizations they’re an underdeveloped competency.
@davidnour #RelationshipEconomics
What’s your game plan?
Goal
?
How do you meet your goals?
@davidnour #RelationshipEconomics
Strategic Relationship Plan™
Who do you know?
Be strategic Nurture pivotal
relationships
Be selective To meet you goals
?
The key is becoming more intentional in the relationships you choose to invest in.
@davidnour #RelationshipEconomics
Why Business Relationships are Systemically Undervalued
Individuals Formal instruction or untrained? Business skill or “life skill”? Effort rewarded or devalued?
Organizations Metrics managed or unmonitored? Leading indicators or lagging indicators? Everyone’s responsibility or “someone else’s”
responsibility?
Teams Common language or variation? Planned process or ad hoc? Accountable or unaccountable?
@davidnour #RelationshipEconomics
When Strategic Relationships are Left to Chance, Key Metrics Suffer
• Growth: flat or slower than desired
• Sales: higher customer acquisition costs, lower account penetration and account retention
• Collaboration: teams trapped in silos
• Talent: harder to recruit, engage, and retain the best
• Innovation: seen as followers rather than innovators
@davidnour #RelationshipEconomics
The Relationship Economics® platform calls for intentional investmentsin carefully-chosen relationships which will produce a significant return on investment.
Grow
th O
ppor
tuni
ty
Thinking, Approach & Investments (Time, Human, Capital)
Do NothingReactive
Predictive
Intuitive
Visionary
“Transformational
Thinking”
(Strategic)“Transactional
Approach”
(Functional)
Proactive
@davidnour #RelationshipEconomics
Relationship Economics® Creates a Common Language
SITUATION INVESTMENT PORTFOLIO 2 AMs
OccasionalCollegial
RegularCo-Operative
FrequentCollaborative
ImmediateInter-Dependent
5 PM 7 PM 9 PM 2 AM
Depth & Relevancy
@davidnour #RelationshipEconomics
Relationship Economics® Establishes a Process
Identifying
Relating
Nurturing
Sustaining
Capitalizing
• Quantifiable: aligns behaviors with Relationship-Centric goals
• Teachable: presents relationships as a skill that can be learned
• Scalable: applies to both individuals and teams that manage relationships
• Sustainable: reveals progress through organizational diagnostics and individual developmental assessments
The Five Phases of Strategic Relationships Benefits of the Process
@davidnour #RelationshipEconomics
Relationship Economics® Aligns Actions with Goals
RELATIONSHIPCURRENCY®
DEPOSITS
CURRENTRELATIONSHIP
BANK ™
PIVOTAL CONTACTS™
RELATIONSHIPCENTRICGOALS
@davidnour #RelationshipEconomics
Relationship Economics® Produces Impact
Reduce Transaction Costs
Accelerate the flow of information and resources to
achieve goals
DeepenLoyalty
Create strong preferential advantage among employees,
partners and clients/customers
Institutionalize Relationships
Reduce the risk of single points of contact who can walk out the
door any time
Access New Opportunities
Identify new sources of growth through top talent and
customers
Relationship Economics® Offerings
@davidnour #RelationshipEconomics
Relationship Economics® Products and Service Offerings
Diagnostics and Consulting• Relationship Economics® Org. Diagnostic• Strategic Relationship Planning• Relationship Onboarding Process Development• Relationship Integration Process
Digitally-Powered Solutions• Relationship Investor Digital Platform• Relationship Investor Developmental Assessment• Coaching Relationship Investors (for Managers)
Relationship-Focused Events• Executive Coaching• Relationship Economics® Retreat• Relationship Capital Retreat• Professional Net Worth Retreat
Workshops and Keynotes• Relationship Economics® Overview Workshop• Relationship Economics® Keynote• Return on Impact Keynote• Enterprise Evangelism Keynote
• They will understand: and buy. Confused customers don’t buy
• They will be on the same page: if they share a consistent, memorable story or metaphor-based visual
• They can focus on one message: instead of dozens created by silos of dysfunction
• They are more likely to act: if they know how and why they should do something
@davidnour #RelationshipEconomics
Visualization Services
• They don’t read: we retain a majority of ideas through visuals
• They are busy: they are snacking on information, in a hurry
• Their attention is divided: iPads, smartphones, social media, text messages, whitepapers, PowerPoints
• They don’t care: a lack of emotional connection prevents empathy
Problem: Confusion, delay, inaction Solution: “Visualization”
@davidnour #RelationshipEconomics
@davidnour #RelationshipEconomics
@davidnour #RelationshipEconomics
@davidnour #RelationshipEconomics
@davidnour #RelationshipEconomics
@davidnour #RelationshipEconomics
We’re a visual society. We share our work, lives, ambitions, strategies, vision and success in narratives. Yet most of what we use to articulate those ideas are often in “death by PowerPoint,” boring memos, or spreadsheets from hell.
Learn more at:NourGroup.com/Visual
Nour Group takes a different approach to explore, clarify, and help its clients visualize their direction and ultimate destinations.
@davidnour #RelationshipEconomics
About The Founder David Nour, CEO – The Nour Group, Inc. Enterprise Growth Strategist Business Relationship Expert International Speaker Best-Selling Author
Relationship Economics (Wiley, 2008; Updated 2011) ConnectAbility (McGraw-Hill, 2010) The Entrepreneur's Guide to Raising Capital (Praeger, 2009) Return on Impact (ASAE, 2012)
@davidnour #RelationshipEconomics
@davidnour #RelationshipEconomics
Notable OutcomesClient Type ImpactGlobal Consultancy: 2X Revenues of New Practice in 18 Months
Global Manufacturer: 14 percent YOY Revenue Growth
Global Tech Co.: 22 percent Revenue Growth in Target 20 Accts
National Insurance Provider:
Most Successful New Product Launch
Global Media Co.: 8 percent Revenue Growth in Top 10 Accts
Global Hospitality Firm: No Voluntary Attrition in 24 Months
Industry Association: 20 percent Membership Growth in CY
National Manufacturer: Acquired at Premium Multiple of EBITDA
Academic Exec. Edu: Highest Rating of Advanced Leadership Program
Non-Profit Board: Most Profitable Capital Campaign in 40 Years
For more information contact David Nour at [email protected]
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