Most organizations and sales people have a reactive relationship management process - if they have one at all. The keys to establishing and maintaining an effective relationship management program are identifying, scheduling and tracking.

You must first identify all of your top relationships - not just prospects. We help our members identify the five types of relationships that they should be managing on a regular basis. We help you create a proactive program by identifying the relationship items and planning out when they will be delivered, and then tracking the activities and results of the established plan.

The most important thing to remember, it has to be proactive not reactive.