"Twelve years ago this month – in conjunction with
our first worldwide client conference – Acclivus introduced
R³®. R³ is our symbol signifying the interdependence
of Relationships, Results, and Revenue. R³ represents a philosophy,
or set of beliefs and values, about organizations working together.
R³ also represents a statement of purpose and process for
how organizations, and the individuals representing those organizations,
can most effectively work together to create the greatest value.
When Acclivus introduced R³ 12 years ago, we essentially
made this commitment: working together as partners, we will enable
and inspire our clients to build strong, lasting client and customer
relationships, achieve optimal results with their product and
service solutions, and meet and exceed their aggressive objectives
for profitable revenue.
Over the past 12 years, this commitment has become a statement
of our mission – why we exist. To remind us of our commitment
on a daily basis, to share our commitment with the world, and
to celebrate the great success we’ve experienced working
with our client partners, we are adopting a new logo and launching
our new brand.
This new logo and new brand – and the phrase Acclivus R³
Solutions™ – now represent our integrated curriculum
as well as our consulting and teaching work with clients in the
worldwide Business-with-Business® arena.
Revenue, especially profitable revenue, is terrific – a
wonderful thing for any organization. Just the thought of meeting
– and then exceeding – aggressive objectives for profitable
revenue is inspiring. Knowing that your own organization is on
plan for profitable revenue can’t help but make every member
of the organization a little more proud.
Profitable revenue makes shareholders and market analysts happy.
It attracts talent. It makes room for innovation. It funds raises
and bonuses. It drives growth. Profitable revenue is indeed a
wonderful thing. It is not, though, the best measure of an organization’s
current health and vitality. It is not the best source for the
answer to the question 'How are we doing?' Nor is it the best
source for the answer to the question 'How will we be doing in
the future?'
Current revenue, even current profitable revenue, is a lagging
indicator. It does not tell us how we are doing; it reflects how
we have done. To measure current performance, we must look to
the relationships we are currently supporting and building. And
we must look to the results we are currently achieving with our
clients and customers. These are the best measures of how well
we are doing. And they are the most reliable predictors of how
we will be doing in the future.
To achieve R³ Focus, in order to create R³ Value, we
must get all three factors – Relationships, Results, Revenue
– in the picture. And we must look at results and relationships
in new ways.
Results include, but are not limited to, what our product or
service does and how well it does it. Results also include how
our client’s larger goals are impacted through our product/service
solution. Is our customer able to attain a higher level of customer
satisfaction? Is our client able to increase market share…
regain lost business… strengthen key relationships? The
more aligned we are with our clients’ business objectives,
the more highly valued we are – for results.
Relationships include, but do not simply equate to, rapport.
Every working relationship has four facets. The first is trust;
each relationship is built on a foundation of trust. And no relationship
in an organizational setting can ever be stronger than the trust
that supports it. Next there is respect and rapport. Finally,
there is value. The ultimate purpose for the relationship between
organizations is to create value. And it is the responsibility
of the individuals representing those organizations – working
together – to create the greatest possible value.
Acclivus R³ Solutions are designed, developed, tested, validated,
and implemented to assist our clients in achieving R³ Focus
and creating R³ Value.
If you want to obsess on something, obsess on building relationships
and providing results for customers. Predictable, profitable revenue
will follow."
Acclivus has been enhancing the performance of sales, support,
and service professionals worldwide since 1976. The Dallas-based
company is the developer of R³ Solutions, the only fully integrated
curriculum designed to help account teams build strong business
relationships, produce better customer results, and generate predictable,
profitable revenue.
Its unique curriculum is used in 75 countries, where Acclivus has
worked with more than 1,000 companies to promote solid business
relationships through consultative communications, collaborative
negotiation, and advanced problem-solving skills. Acclivus R³
Solutions produces consistent results that the world’s leading
corporations can take straight to the bottom line. For more information
on Acclivus, visit www.acclivus.com.
