E65 – Dr. Ryan O’Sullivan – Turning Relationships to Outcomes

Ryan has spent the past 15 years analyzing client relationship data to help grow and protect revenue and has spent the past six years researching, at Doctorate level, how to measure ‘Relationship Capital’.

The output is a model that explores the factors that contribute to relationship quality

in high-value B2B relationships. He is a regular speaker on this subject at industry events and guest lectures at universities

Timestamps 

• Relationship capital – 4:17
• Social exchange theory – 10:00
• Improving the depth of relationship – 16:38
• Power of 3 – 23:22
• Virtual relationships – 41:15
• Managing relationship during transition – 46:21

Quotes

• Relationships are the fuel that will get you where you want to go
• You can achieve anything that you set your mind to and there will be people along the way to help you