... business,
developing relationships one interaction at a time.
In iterative relationships (and all relationships are iterative),
each relationship starts with an assumption about the needs and
wants the relationship ... mantra—collaborate, collaborate, collab-
orate. But what is collaboration and why is everyone talking
about it?
Collaboration has many meanings, depending wit...
... as each customer sees a clear value
proposition in a traditional customer business relationship. In
the era of collaborative business, every relationship must be
thought of as a customer relationship.
A ... doing so.
THE NEED TO COLLABORATE
It is the new business mantra—collaborate, collaborate, collab-
orate. But what is collaboration and why is ev...
... the
frequency of interactions and depth of information you must
build and maintain in your efforts to form successful collabora-
tive relationships.
The value creation process in the era of collaborative ... as each customer sees a clear value
proposition in a traditional customer business relationship. In
the era of collaborative business, every rel...
... When
buying and occupying a new home, we think of our needs as
finding the home, negotiating the deal, arranging the financing,
obtaining insurance, selling our existing home, moving, estab-
lishing ... have the mindset of an entrepreneur and
the skillset of a choreographer.
In the era of collaborative business, business is done in trading
communities where ev...
... with a customer
that pays in cash:
We went into our kickoff meeting and as we walked by
the sales department, I saw list after list of the top com-
66 Part One
❘
The Era of Collaborative Business
company ... or
disclosed in a company’s financial statements. In fact, despite
the existence of accounting standards for recording or disclosing
information about intan...
... sink is one in
which the value accruing to you from the relationship is not
core, as is the case in a transactional relationship. However, un-
like a transactional relationship, there is an intensive ... members
to the organization.
And similar to a transactional relationship, a relationship in
the collaborative quadrant is viable because it is a...
... ten-
ants into customers, thereby validating his assumption that com-
111
Measuring the Value of
Every Relationship
CHAPTER 7
2. Is the rhythm of this relationship intensive?
Future Relationship Assessment
3. ... that a partic-
ular relationship brings.This change should also lead to a diminution
or increase in the intensity of that relationship.
3 ❚ The...
... priority. His value is clear, and he has
already indicated a willingness to give. Think of his relationship
7
❘
Measuring the Value of Every Relationship 131
financial planning decisions as she quickly ... other
party and acceptance of the other party’s rights and interests.
The creation of shared goals and strategy, especially in the
initial stage of a...
... that all of the issues inherent at each
level are dealt with, or the desired collaboration won’t work.
THE RISKS OF COLLABORATION
Clearly, increasing the level of collaboration does have
risks. In ... In addition to the issue of information risk that is present
at all levels of collaboration, engaging in inter-entity processes,
co-creation of value, or the sha...