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© The Relational Capital Group, 2008-20201
Relationships Matter!
Transforming Relationships Into Raving Fans
Nick Araco, CEO AchieveNEXT
© The Relational Capital Group, 2008-2020
Nick AracoChairman and CEO, AchieveNEXT
About AchieveNEXT
AchieveNEXT, headquartered in Wayne, Pennsylvania, is a leading provider of Peer Advisory
Networks and specialized Career, Coaching, and Training and Development Services with a
relentless focus on top-line, bottom-line, and shareholder value.
AchieveNEXT’s Alliance Peer Advisory Networks are the leading peer advisory networks for more
than 8,000 Modern Finance and HR leaders representing middle-market and emerging enterprises
from diverse industries and markets. Alliance Network Members share their knowledge, insights,
advice and counsel virtually and in-person to ‘Make Connections That Count.’
© The Relational Capital Group, 2008-2020
2020 CFO/CHRO Sentiment...
WAYNE, Pa., January 15, 2020 (Newswire.com) In the Face of
Modest Risk of Recession and Rising Tensions in the Middle
East, AchieveNEXT’s Study Finds U.S. Finance and HR Leaders
Are Watchful, but Not Waiting, in 2020...
The Study identified five (5) critical areas of opportunity and issue that CFOs and CHROs
believe will define their enterprise success in 2020:
1. Finance and HR Leaders Are Watchful, but Not Waiting, for Recession.
2. Four Forces Will Drive Both CFO and CHRO Performance This Decade.
3. All Enterprises Will Need to Align Customer and Employee Experiences.
4. A Critical Directive for Finance and HR Leaders in 2020 Will Be Upskilling and Enabling
Talent.
5. Finance and HR Must Work Together to Improve Operational Decision Making.
© The Relational Capital Group, 2008-2020
In one word, define
“Culture”
© The Relational Capital Group, 2008-2020
“People like to work with people they __________________!”
© The Relational Capital Group, 2008-2020
89%of senior executives say…
relationships have a highly significant impact on their business resultsCandace Bennett and Associates Executive Survey
© The Relational Capital Group, 2008-2020
The
Relationship Challenge
© The Relational Capital Group, 2008-2020
The best relationships only work at 45% of their potential. Untapped
Potential
45%
© The Relational Capital Group, 2008-2020
use a formal process to
build business relationships!
Yet only…
24%
Source: Candice Bennett & Associates survey
Why is that?
24%
© The Relational Capital Group, 2008-2020
In fact, the weakest relationships are intra-
company among colleagues!
© The Relational Capital Group, 2008-2020
How’s your relationship with your CFO?
© The Relational Capital Group, 2008-2020
The 5 Principles of the Relational Leader
© The Relational Capital Group, 2008-2020
The Relationship Engine
#1
Display
Worthy
Intent
© The Relational Capital Group, 2008-2020
Worthy Intent
“The inherent promise you make to keep the other person’s best interests at the core of your business relationship!”
© The Relational Capital Group, 2008-2020
#1 Displaying Worthy Intent is all about…
Identifying colleague, team member, and business partner behaviors that validate your good intentions.
More simply stated, how are they responding to you? Evaluate substance and form.
© The Relational Capital Group, 2008-2020
#2 Care About GPS…
#1 Display
Worthy
Intent
© The Relational Capital Group, 2008-2020
Relational GPS®
Relational GPS is about really knowing people, not just knowing about them.
© The Relational Capital Group, 2008-2020
Relational GPS®
• To advance career to director level
Goals
• Traveling to Italy to connect with family members
Passions
• Securing resources for multiple projects
Struggles
© The Relational Capital Group, 2008-2020
#3 Interactions Matter
#1 Display
Worthy
Intent
© The Relational Capital Group, 2008-2020
Relational Micro-Moments: EX Drives CX and vice versa...
There is opportunity in EVERY interaction!
• Easy to do business with
• Web site navigation
• No extra fees for flight changes
• Easy mileage program
• Pick up the phone
• EE’s are fun to be around
• Staggered seating in the planes
• Flight attendant joke like, “Sorry folks, we’re early!”
• Equality vs. Equity
• Equality
• When all employees are empowered and feel empowered to bring their unique thoughts and ideas to the table, they know they’re being valued equally.
• Equity
• Giving each individual what they need to succeed as opposed to giving everyone in the enterprise the same thing.
© The Relational Capital Group, 2008-2020
How can you and HR make every interaction matter?
Capability Builder
© The Relational Capital Group, 2008-2020
“The biggest problem with process is___________________!”
© The Relational Capital Group, 2008-2020
“The biggest problem with process is PEOPLE!”
© The Relational Capital Group, 2008-2020
#4 Value PeopleBefore Processes
#1
Display
Worthy
Intent
© The Relational Capital Group, 2008-2020
# 5 Connect Performance to aPurpose
#1
Display
Worthy
Intent
© The Relational Capital Group, 2008-2020
People will perform at their best with a clear sense of purpose when challenged with the following five questions:
1. Who do you want to be?
2. How do you want to be perceived?
3. What are you here for?
4. What is most important to you?
5. What will your contribution be?
© The Relational Capital Group, 2008-2020
Relational Leaders…
…think “relationship first”during every interaction!!!
© The Relational Capital Group, 2008-2020
What’s Next?
• CFO-CHRO Sentiment Study/2-Minute Read
• Schedule a breakfast/lunch/dinner/drink/other to tackle GPS with a Relationship that you want to make a Raving Fan
• Discuss this with your Peers