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Managing Authentic Relationships; Facing New Challenges in a Changing Context

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In an increasingly connected world, Strategic Relationship Management is a vital capability for successful organizations. The book Managing Authentic Relationships; Facing New Challenges in a Changing Context focuses on building and managing a strong network and reciprocal relationships for the entire organization by implementing a professional relationship management approach at strategic, tactical and operational level.

Professional relationship management makes valuable and measurable contributions to the strategic goals of an organization by:
- Expanding the organization’s strategy to a Relationship Management Strategy.
- Efficiently managing relationships and correctly mapping stakeholders.
- Embedding clear responsibility for relationship management throughout the organization.
- Measuring results and calculating the Return-on-Relationship.
- Developing strong networking skills and networkers who are able to act as eyes and ears for the organization.
- Organizing effective networking activities with measurable results.

This book also offers a holistic view. Managing authentic relationships requires a shared understanding of what relationships are. It is impossible to develop succesful relationship management without authentic relationships based on trust and reciprocity.

“This book on Strategic Relationship Management is mandatory literature for all who want to constructively build a world based on sustainable mutual benefits, where commerce blossoms and peace prevails.” - Dick Berlijn, former Commander in Chief of the Dutch Armed Forces

“This valuable book is about the lost art of personal attention; Very important in building networks and relationships!” - Alexandra Messervy, Founder and Chief Executive of The English Manner, formerly of the Royal Household of HM the Queen

“As personal relationships become more important in our accelerating and digitizing world, it is a huge benefit to finally have a book that defines Relationship Management as a true and required profession in any organization.” – Janine Dijkmeijer, CEO of Nederlands Dans Theater


Foreword by Franck Erkens
Preface by Jean Paul Wijers
Introduction by Prof René Foqué

Authentic Relationships

How do you want to be seen?
by Paul Mosterd, Deputy Director Hermitage Amsterdam
1. The Importance of Networks and Relationships
2. The Importance of Protocol in Networks

The future of protocol; how new rituals might modernize protocol in our highly individualized age
by Paul Spies, Director of Stadtmuseum Berlin

Protocol is an executor of the Strategic Relationship Management
by Tom Verbelen, Director Municipality of Antwerp

3. Developing a Networking Vision

Managing Relationships

Upward mobility
By Paul Mosterd, Deputy Director Hermitage Amsterdam
4. Relationship Management Strategy
5. Relationship Echelons and Stakeholder Management
6. Developing a Relationship Management Plan

Public Sector Strategic Relationship Management -
The Municipality of Antwerp’s story of facilitating benefits for the community
by Tom Verbelen, Director Municipality of Antwerp
7. Relationship Management Capabilities
8. Assessing the Return-on-Relationship
9. Relationship Performance Management

Making Relationship Marketing More Valuable
By Marike Dragt, Head of Relationship Marketing at ing Wholesale Banking
10. The Responsibility for the Strategic Relationship Management
11. Implementing a Relationship Management Strategy: Implementing Change

How a Refugee Organization Professionalized its Relationship Management
By Boukje de Haan, Head of Communication and Fundraising, Foundation for Refugee Students uaf

Successful Encounters

LinkedIn or Facebook?
By Paul Mosterd, Deputy Director Hermitage Amsterdam
12. Supporting the Networkers: Creating the Networking Tool Kit
13. Networking Events or Meetings

The authors
The Institute of Strategic Relationship Management
The postgraduate program Strategic Relationship Management
Thank you

256 pages, Paperback

Published February 12, 2019

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About the author

Jean Paul Wijers

3 books7 followers
Jean Paul Wijers is Executive Director of Protocolbureau and the Institute of Strategic Relationship Management; as a relationship management expert he is regularly called upon to support the development of a new relationship management.

Many organisations are currently undergoing the transition to a more flexible network organisation aimed at improving collaboration, both internally and externally. A solid and profitable network is one of the key prerequisites for (business) success, but the development of professional relationship management is new and complex.

In 1996 he graduated from the Hotelschool The Hague, one year after starting his first company ‘Protocolbureau‘. Between 2001 and 2009 Jean Paul Wijers worked as Head Usher for the Master of Ceremonies of H.M. Queen Beatrix, at the Royal Weddings and State Funerals. Protocol is the basis of a professional relationship management; protocol is the modern currency of relationships.

Jean Paul is coauthor of the books Protocol to Manage Relationships Today: Modern Relationship Management Based Upon Traditional Values and Managing Authentic Relationships; Facing New Challenges in a Changing Context, published by Amsterdam University Press in 2020 and 2019. He teaches at the Hotelschool The Hague and at Georgetown Universtiy in Qatar.

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Displaying 1 - 9 of 9 reviews
2 reviews3 followers
February 25, 2019
This book gives the best argument and the tools for prioritising relationships, interpersonal skills and that personal connection that is so lacking in today's techno-focussed world. Although technology can be useful and should be used to best advantage to help build networks and manage relationships, what will never go out of fashion is the 'old fashioned' values of putting people first. The authors know their stuff and present their argument in a clear, logical and concise way. They deftly explain why 'protocol' is not a dirty word and how it can be used at events with great efficiency. A must read for anyone working in event management, diplomacy and people-centred organisations.
1 review13 followers
February 21, 2019
We are in the process of improving our relationship management and used the insights obtained by this book. I especially loved the first part which inspired me to better understand what good relationship management actually is. This book is a must read for every business that is serious about creating a relationship management strategy.
1 review
February 21, 2019
A must read for professionals! Insightfull for improving your strategic relationship management.
Very inspiring expert views.
2 reviews
February 18, 2019
Very inspirational book that offered a lot of new perspectives in Relationship Management!!
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2 reviews1 follower
March 12, 2019
In the 18th century a German writer Adolph Knigge, who had been for several years Chamberlain at the Weimar court, published a book “Über den Umgang mit Menschen” (On Human Relations), a sociological and philosophical treatise on the fundamental principles of human relations. The book transformed itself into an authoritative guide to behaviour, politeness, and etiquette German word “Knigge” has come to mean “good manners” or etiquette and his ideas on human relations are still passed down from generation to generation.

Managing authentic relationships three centuries later still requires a shared understanding of what human relationships are. It is impossible to develop successful relationship management without authentic relationships based on trust and reciprocity.

We live in an increasingly connected world and strategic relationship management is a vital capability for successful organisations. The book Managing Authentic Relationships; Facing New Challenges in a Changing Context because it focuses on building and managing a strong network and reciprocal relationships for the entire organisation by implementing a professional relationship management approach at strategic, tactical and operational level. It also explains the importance of protocol in networks and the symbolic value of protocol to make anyone understand what the organization wants to convey.

This book is a very important tool for anyone interested in building authentic relationships and networking at professional level.

1 review
March 9, 2019
I just rated this book 5 stars... and agree with the reviews here. I think it is a great book and loved reading especially chapter 1 which inspired me. This chapter explains what relationships and networks are, what trust is and what role it plays in building relationships.
From chapter 4 the book gets more practical and explains how to manage a professional relationship management: developing a network strategy, building the internal organization for the relationship management, measuring results and organizing effective networking meetings. It is a very complete book.
I also love the practical examples by refugee organization UAF, the city of Antwerp (Belgium) and multinational ING (bank). The examples of networking in the 17th century have been written by people from the famous Hermitage museum: very cool! And Alexandra Messervy of the Royal Household of HM the Queen has also been interviewed for this book.

Good to know: this is not book about personal networking skills. The book focusses on building a network for organizations.
1 review
April 19, 2019
Great to find this book here: I have read it with great pleasure for my work. Managing Authentic Relationships is inspiring, complete and practical. A must-have for professionals responsible for the network of an organisation. This books helps you with all the aspects of building or strengthening a reciprocal network of authentic relationships.

I especially loved reading the articles about relationship management and networking at ING Bank, the refugee organisation UAF and the city of Antwerp. The militia paintings from the Hermitage museum are beautiful and give a great example of the history of networking. These short articles are written by the director of the museum in Amsterdam, Paul Mosterd.

The book is easy to read and well designed! I recommend reading it!

1 review
March 11, 2019
I read this for my study. It was a very good book and it blew my socks away. This was an amazing book.
1 review
March 12, 2019
This book is meant to support those who want to professionalize the relationship management of an organization, and for this the book is helpful, insightful and inspiring. It consists of 3 parts: an inspiring part (called authentic relationships), a part about the management of a network (called managing relationship) and a part about networking meetings (called successful encounters).
I really enjoyed reading this book and it will help my work to move to an organization where relations are managed in a more professional yet authentic way.

The book also contains other unique elements: the director of the Hermitage wrote about networking in the 17th century, the authors interviewed a former member of the Royal Household of Queen Elizabeth and the director of the Stadtmuseum in Berlin wrote about the value of protocol in building networks.

The book is over 250 pages, well designed and easy top read! A must-have for business developers, networkers, account managers, PR people, communication staff and network event planners.
Displaying 1 - 9 of 9 reviews

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