Business Relationships That Last: Five Steps to Transform Contacts to High-Performing Relationships

Ed Wallace
Greenleaf Book Group Press (2009)
ISBN 9781608320011
Reviewed by Irene Watson for Reader Views (9/09)


Ed Wallace, recognized as number-one sales producer as well as a vice-president of a development firm that grew from $1 million to over $120 million, knows that business relationships are the crux of any organization. He states “Just about every Fortune 2000 executive and business owner I have met or worked with tells me flat out that his or her business is built on relationships.” (p17)  He also goes on to say that claims on websites, during presentations, or in reports such as “fuzzy statements about customer service, trusted partnerships, and client-driven strategies” are impressive but aren’t truly about the root of the business.  It’s the relationships that make or break the business, yet, according to Wallace seventy-eight percent of business professionals overestimate the quality of their relationships.

Wallace further explains the importance of credibility, integrity, and authenticity in creating relationships in the business world.  Interestingly enough, the term “authenticity” is a buzzword that is used in many realms, from recovery to self-development to business.  Authenticity is certainly one characteristic that is important in building relationships of any kind. He further encourages the reader to ask for help, saying “being authentic and courageous enough to demonstrate that you don’t have all of the answers.”

“Business Relationships That Last” is exceptionally informational and easy to follow.  Wallace includes Action Points as well as Relational Insights in each chapter. He also includes exercises and instruction in developing an action plan.

As I read this book and did the exercises, I was encouraged that Wallace’s writing was relational in itself and basically having us delve into our own core.  As business owners, we can’t create relationships with all the tools in the world if we, ourselves, don’t have the desire and ability to be authentic to ourselves first and overcome our personal challenges. It really isn’t about who you know, what you know, or why you know, but it’s about genuinely wanting to succeed in our lives first and then in our businesses.  Bravo to Ed Wallace!  “Business Relationships That Last” is certainly a 21st-century outlook on business development.

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