Thri

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