IAEE Special Webinar Series – Building Business Relationships That Last: Part 2 – Build Relationships with Your Ideal Clients

Recorded On: 09/09/2021

Times sure have changed in the past year. Businesses changed and people always seem to be changing. What doesn’t change is the value of building trusted relationships with customers colleagues, vendors. In a world where practically everything can be automated, commoditized or outsourced, trusted relationships are the constant – the North Star – that change the growth trajectories of individuals and companies.  Are you wanting to improve your business relationships and deepen opportunities to connect with your clients, customers and teams to maximize your value propositions?

Business Relationship Expert, Ed Wallace, Managing Director, AchieveNEXT® Relational Capital, is back for Part 2 of this series. Now that you know how to accelerate relationship capital, how will you make it work for you? Ed will teach you the next step as you move up the Relational Ladder® - developing credibility for yourself and your offerings through strong discovery and qualifying questions targeted at your ideal buyers’ Relational GPS®.

Learner Objectives:

  • Create targeted conversations aligned with the Relational GPS of each targeted buyer persona;
  • Deliver strong discovery questions – stop asking “What’s keeping you up at night?”;
  • Qualify your prospect using the simple B.A.N.T. approach.


IAEE webinars are free to members and available to non-members for $49.

NOTE - You can watch any of the 3-part series, even if you missed one. Recordings are available at learn.iaee.com

Ed Wallace

Managing Director and Vice President

AchieveNEXT® Relational Capital

Ed consults with and speaks for corporations and associations across the globe with a client list that is a Who’s Who of Fortune 500 companies. He is the author of Fares to Friends, Creating Relational Capital business Relationships That Last, and his most recent, the #1 best seller, The Relationship Engine. Ed was recently published in the Harvard Business Review. In addition, he is currently on the Executive Education faculty for Drexel’s LeBow College of Business and Villanova University’s Human Resources Master’s program



IAEE Webinar - 09.09.21
Recorded 09/09/2021
Recorded 09/09/2021 IAEE Special Webinar Series - Building Relationships That Last: Part 2 - Build Relationships with Your Ideal Clients