ABSTRACT
The most valuable of all business relationships are likely to be those that are collaborative, regardless of where they fit within the spectrum of relationship types. Good relationship management has the capability to give you startling results, but, without it, full relationship value is unlikely to be achieved. Fulfilling strategic needs through collaboration by selecting the right partner(s) and improving the performance of existing relationships will certainly only be fully successful if relationship management is effective. At the end of every chapter we will provide a worksheet that will reinforce your understanding of relationship management and give you a practical view of how it can work by encouraging you to examine your organization's relationships. Finally, in the world of collaborative relationships, terminology including job titles is not yet standardized. In order to achieve some precision of meaning, we have used terms that focus on a standard view of the function of relationship management.
