What is Relationship Management Theory?

Tom Peters and Robert Waterman introduced the Relationship Management concept in their text, In Search of Excellence (1982). The book introduced nine principles of management that are embodied in excellent organizations:

Managing Ambiguity and Paradox

Managers must be able to entertain multiple ideas or situations at the same time while carrying out managerial functions. Further, the manager must be able to reconcile opposing ideas simultaneously.

A Bias for Action 

An organization must be responsive and proactive. The culture must avoid complacency, inactivity, lethargy, or inertia.

Close to the Customer

The customer is the center of the organization. It must continually focus on the individual wants and needs of its customers. This requires being proactive and anticipating their wants and needs.

Autonomy and Entrepreneurship

Organizations must promote creative thinking and a willingness to innovate.

Productivity through People

Employees are the source of the companys productivity. The organization must invest in the quality and increased productivity of these individuals.

Hands-On, Value-Driven

Managers must be committed to the organization and its people. The organization must be value-driven in its mission and vision. Managers must be present and demonstrate this philosophy each day.

Stick to the Knitting

Companies must focus on their areas of understanding and core competencies.

Simple Form, Lean Staff

Companies should organize with a lean and minimalistic structure. Fewer layers in the organizational hierarchy is optimal. This creates unity of command, breaks down barriers to vertical communication, and reduces role ambiguity.

Simultaneous Loose-Tight Properties

Employees must be dedicated to the organization and its mission. The company must foster this dedication and a respect and acceptance of others who maintain this level of dedication.

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