Adapted from Business Relationships That Last, Second edition, by Ed Wallace (Greenleaf, 2010)

HAVING A SENSE OF accomplishment in how we feel about our most important business relationships can also be very powerful and motivating. With this in mind, I created a list of activities that detail how to develop outstanding business relationships. I then applied all of my experiences with thousands of clients and partner relationships, along with research into client behaviors, to develop the Five Steps to Transform Contacts into High-Performing Business Relationships that follow:

1. Establish Common Ground: launch the relationship

2. Display Integrity and Trust: secure the relationship

3. Use Time Purposefully: ...

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