BUILDING HIGH PERFORMANCE BUSINESS RELATIONSHIPS -- CONTENTS -- ABOUT THE AUTHOR -- ACKNOWLEDGEMENTS -- INTRODUCTION -- CHAPTER 1: RELATIONSHIP MANAGEMENT-A STORYBOARD PERSPECTIVE -- 0 to 10RM-a storyboard perspective -- Summary -- PART A: FRAMEWORK AND COMPONENTS OF 0 TO 10 RELATIONSHIP MANAGEMENT -- CHAPTER 2: THE FRAMEWORK -- Unpacking the 0 to 10RM Matrix -- Relationship types in brief -- The five elements of relationships -- The vendor, supplier and partner segments -- Relationship performance -- The two anchor points -- Secondary approaches -- The green line -- The 'how to' plan -- Business implications surrounding the 0 to 10RM Matrix -- How to determine which relationship approach is appropriate -- Are some relationship types better than others? -- 0 to 10 relationship alignment diagnostic -- 0 to 10RM relationship strategy map -- The benefits of making relationship management a core competency -- Summary -- CHAPTER 3: THE 11 RELATIONSHIP TYPES -- A relationship outside the three segments -- Vendor segment relationships for relationship types 1, 2, 3 and 4 -- Supplier segment relationships for relationship types 5, 6 and 7 -- Partner segment relationships for relationship types 8, 9 and 10 -- Summary -- CHAPTER 4: KEY COMPONENTS -- Leadership and value propositions -- Contracts and agreements -- Relationship charters -- Performance measurement and relationship KPI scorecards -- Risk-reward performance-based remuneration models -- Relationship plans -- Governance and structure -- Summary -- PART B: PEOPLE AND CHANGE -- CHAPTER 5: LET'S GO CHANGE MODEL -- People-you can't do business without them -- The Bus of Change -- Let's Go change model explained -- The process of the Let's Go change model -- Linking corporate culture and leadership -- Culture survey -- Three critical relationship roles -- Getting internal relationships right.

Summary -- PART C: JOURNEY MANAGEMENT -- CHAPTER 6: THE RELATIONSHIP DEVELOPMENT CURVE -- The stages in the development curve -- Paradigm shifting -- The value question -- Crisis and opportunity management -- The four stages of relationship maintenance -- So why do relationships fail? -- Summary -- CHAPTER 7: THE 12/12/6 ROADMAP PROCESS -- The 12 motivators of the roadmap -- The 12 steps of the roadmap -- The six outcomes -- An example of a 12/12/6 roadmap -- Conclusion -- Summary -- APPENDIX A: MASTER NEGOTIATION TERMS SHEET -- APPENDIX B: ACTIVITIES -- The general competencies of high performance relationship managers -- Culture survey -- APPENDIX C: TEMPLATES -- Template for a relationship review and improvement workshop -- Template for a relationship health check -- REFERENCES -- INDEX.