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Rackham, N., 42, 189
R&D. See Research & Development
Receiving process, 142
Recovery services, disaster, 125
Reichheld, F., 76, 177, 189
Relationship. See Executive-to-executive relationships; Function-to-function relationships; Inter-firm relationships
cross-validation, 186
deepening, 129
development/management, 94
external number, 103
formation, 179
goals, achievement, 112
grading, 137
investment amount, 137, 151
long-term strategic, building, 112
loyalty, ensuring, 137
management, assistance, 153
quality levels, duplication, 176
Relationship-based approach, 177
Relationship-centric strategic approach, 39
Relationship Management Conference, 50
Relationship map, buyer-influence group, 123
checklist, 117–119
usage, 129
Replacement cost, 131, 151
Request for proposals (RFPs). See Deloitte & Touche; Systems
creation, 148
response, 74
sending, 125
usage, 22
Requisitioning, 141
Research & Development (R&D), joint projects, 65, 169, 179
Research, leveraging opportunity, 183
Resource allocation, reassessment, 132
Retail systems, 10–11
Return on investment (ROI), 137
measures, 132
Revenues. See Customers; Honeywell Industrial Automation and Control Solutions
estimated costs, subtraction, 69
figures, 135
flow, 182
goals, achievement, 112
increase. See GfK Custom Research Incorporated
quarter-to-quarter
focus, 84
generation, 85. See also Strategic accounts
stream. See Customers
sacrifice, 136
Reynolds & Reynolds (R&R), 87
alignment example, 10–12
benefits, 14
CRM services, 11
Dealer Management systems, 12
usage, 13
documents solutions, 11
sales, 14
enterprise account management model, 15
Enterprise Solutions Group, 11, 15
growth rate, 7
growth rate, 14
interaction. See Southeast Toyota
relationship, future. See Southeast Toyota
sales
increase, 14
software solutions, 11
web services, usage, 13
RFPs. See Request for proposals
Richard, Steve, 56
Riemann, Iris, 56–59
ROI (return on investment), 137
Round, representation, 98
Rounds, Beth, 74–75
R&R. See Reynolds & Reynolds
Ruff, R., 189
Russell, Ed, 29–31
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