Transcript Sales Presentation For Cushman & Wakefield

Relationship Building:
Beyond Getting the Job Done
LESSONS LEARNED
Jeffrey Elie, VP,
Global Real Estate & Facilities
February 8, 2007
Question:
Why are you at your
company?
Pleasure/Best Motivators




Monetary compensation
Leadership opportunities
Challenging environment
Diversity
What would be
your ultimate
goal?
 Partner
 Teammate
 Service
Provider
Lesson #1
Know the potential client
and
know your own company
Growth in Locations
700
600
500
400
Locations
300
200
100
0
1990
2001
2006
Employee Growth
25000
20000
15000
Employees
10000
5000
0
1990
2001
2006
Pain/Worst Motivators




Bottom line focus
Constant pressure to meet quotas
Pressure cooker culture
Competitive Pressure
“When you’re through
changing, you’re through”
-Unknown
Lesson #2
Loose Lips Sink Ships
Lesson #2
Loose Lips Sink Ships
The most difficult part of the
game is learning not to talk
about it.
The 30 Second Conversation
Lesson #3
A Rose By Any Other Name
Lesson #3
E-N-C-Y-C-L-O-P-E-D-I-A
Lesson #4
If I Made Every Deal,
I’d Be As Rich as Bill Gates
Lesson #5
Commitment
The goal of every golfer should be to live long
enough to shoot his or her age.
Lesson #5
Commitment
“The willingness to do 1 square foot as well as
1,000,000 square feet”
Lesson #6
“If I’ve told you once, I’ve told
you a million times”
DON’T EXAGGERATE!
Lesson #6
Except At The Liar’s Ball
Lesson #7
Words to Live by
“You can only control and change yourself. You
cannot change others.”
- Ronnie Dillon
“You shouldn’t try to teach a pig to sing. It’s a
waste of your time and it annoys the pig.”
- Mark Twain
“Your greatest asset is your reputation”
- Jeff Elie
Failure Often Occurs Due to
Relationship Difficulties
Issues
• Breakdowns in trust
• Build-up of negative
partisan perceptions
• Questioning of one
another’s motives
• Festering conflicts
• Little joint problem
solving
• Feelings of
disrespect/coercion
Foremost Cause of Alliance Failure
among Companies that have
Participated in >20 Alliances
Poor Strategy and
Business Planning
30%
Poor or Damaged
Relationships
Between Firms
64%
Bad Legal and
Financial Terms
and Conditions
6%
* Source: Danny Ertel, Jeff Weiss, and Laura Judy Visioni. Managing Alliance Relationships - Ten Key
Corporate Capabilities: A Cross-Industry Study of How to Build and Manage Successful Alliances.
Cambridge, MA: Vantage Partners, 2001. (Interviews conducted with over 150 alliance managers from
approximately 120 companies.)
A Common Assumption About
Relationship Management
The
Substance
The
Relationship
Lesson #7
Communication
Lesson #7




Cut to the chase
Remember your colleagues
Face up to difficult conversations
The power of nice; the power of respect
Lesson #7
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Hostile business environments →
more or less conversation?
Anger management
Accountability
Meetings: keep them focused
Obtaining the buy in
Lesson #7





No surprises
Follow up
Response time
Self serving/share
Elevator pitch
Communication
Joint Contribution vs. Blame
This is
your
fault!
You
droppe
d the
ball!
How did
I
contribut
e to this
result?
What’s
my role
in the
problem?
Blame
Contribution
Judge
Understand
Punish
Fix
Either/Or
Joint
You need to shift the culture
from one of BLAME
to one of WONDER
Life’s Ups and Downs
P
O
S
I
T
I
V
E
M
E
N
T
A
L
A
T
T
I
T
U
D
E
Get out there!
Network
Mentoring
Always learn from
the skillful.
He who teaches himself
hath a fool for a master.
Relationship Building:
Beyond Getting the Job Done
LESSONS LEARNED
Jeffrey Elie, VP,
Global Real Estate & Facilities
February 8, 2007