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JULY 2004

Based on the book : Partnering for Results! by Virginia LaGrossa and Suzanne Saxe. Subscribe to the Newsletter See Newsletter Archive

	Developing Commitment NEWS Advance Consulting is offering a complimentary session on Unlocking Your Business Partnering Potential. See more.		Another key element in building business partnerships is your ability to develop and gain commitment. Commitment is not something that is just given to you, it is something that must be earned. Every interaction you have with your client can bring you one step closer to gaining their commitment. The factors that effect your ability to develop commitment include: Your ability to develop rapport---Do you have a relationship with your client that is built on trust? Your ability to deliver on a promise---Do you do what you say you will do? Your ability to effectively communicate with your client---Do you share information and insight?  Do you provide feedback? Your ability to demonstrate flexibility---Are you open to your client's ideas and input? Getting your client’s commitment for a specific recommendation or action is important; however, gaining commitment should be viewed as part of an ongoing process in building an effective partnership. This Month's Quick Tip to Becoming a Better Business Partner Think about a client situation in which you are trying to gain commitment and answer the following questions: Has this client’s commitment been easy to obtain? Have you been able to get this person’s time and have they been helpful in keeping things moving forward? Has the client been involved in the process up to this point? If you answered "no" to any of these questions, consider: Asking your client about their concerns or what they see as obstacles. Assisting your client in the analysis of options and trade-offs. Demonstrating flexibility and openness to ideas and input. Book Corner This month's book recommendation is Now, Discover Your Strengths by Marcus Buckingham and Donald Clifton.  Marcus Buckingham, coauthor of the national bestseller First, Break All the Rules, and Donald O. Clifton, Chair of the Gallup International Research & Education Center, have created a program to help readers identify their talents, build them into strengths, and enjoy consistent performance.
	QUOTE "Unless commitment is made, there are only promises and hopes... but no plans." Peter Drucker		FIND OUT MORE Advance Consulting is a professional development company that provides state-of-the-art consulting services, workshops, seminars, and speaking engagements throughout the U.S. and internationally. Find out more at www.advanceconsulting.com, send us an email at advanceinfo@advanceconsulting.com, or call us at (831) 372-9444 for more information.