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New Relationship Economy
1.
Thriving in the
New Relationship Economy August 2012 © Engage Partnership Ltd, 2012 Page 1
2.
The New Relationship
Economy • Old model is broken: Financial capital focus does not work, clients are disgruntled and there is no trust • People make mistakes and business suffers from irrational judgments • Human economic behaviour is now recognised as the management strategy for leaders and business • Understanding & applying behavioural economic (BE) principles gives employee performance and trusted customer relationships August 2012 © Engage Partnership Ltd, 2012 Page 2
3.
The new relationship
economy - The Truth • It is all about relationships … – relationships that deliver value ... • value to business. • value to the customer. August 2012 © Engage Partnership Ltd, 2012 2011 Page 3
4.
Evolving business data
management • Neoclassical economics focus (stock price, share earnings, profit & growth) limits the business potential; they are trailing indicators only • New effective data surrounds leadership initiatives for BE • BE ensures the right performance metrics are in place • Focus turns to understanding how to emotionally engage employees and customers • BE Provides true leadership indicators of future financial performance & direct linkages to financial outcomes August 2012 © Engage Partnership Ltd, 2012 Page 4
5.
How to bridge
financial & relationship capital gap? • Deploy the right metrics • Build human capital management strategies around effects of behaviour on performance • ID the right people for the right position with the right skill set • Build emotional infrastructure based on behaviour to achieve consistent & sustained performance August 2012 © Engage Partnership Ltd, 2012 Page 5
6.
EPL’s 7 Steps
for behavioural performance BCR workshop Relationship 121 capital Audit New model coaching firm intro 5 Day CPD Business Chartered model & 1 Day Insurance support Customer Workshop Institute sessions segmentation accredited focus 5 day CMI diploma Leadership in relationship capital Review 2: Close Review 1: Evaluation skill transfer assessment August 2012 © Engage Partnership Ltd, 2012 Page 6
7.
Features & benefits
EPL 7 Step programme Option C £105,000 Full 7 step programme Option B £65,000 Training steps 1-5 Option A £25,000 Steps 1-3 Current firm Desired firm position position New regulations Resistance to What can you What we expect and current change & ‘grief’ Expect from EPL? from you? economic process •Change •Motivation conditions management •Resource dictate the old •Psychology for •Accountability financial capital success •100% supportive system is •Accredited broken training & coaching •Leadership diploma in relationship capital August 2012 © Engage Partnership Ltd, 2012 Page 7
8.
Results?
• Could your company outperform its competitors by 85% in sales growth and 25% gross margin? A group of Gallup clients achieved this competitive advantage by applying behavioral economic principles. Applied behavioural economics = • Engaged employees R • Trusting customers O I • Profitable Business August 2012 © Engage Partnership Ltd, 2012 Page 8
9.
Interested? August 2012
© Engage Partnership Ltd, 2012 Page 9
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