In his last article Applying Asset Concepts to Relationships, Dominick Sutton examined the concept of managing relationships as assets. This time he focuses specifically on the management of groups (or portfolios) of these assets. Again, the discussion is solely concerned with relationships that are systemically important for the firm. These are typically found at senior levels of the firm and can be critical for business success and even survival.
This article covers several key areas related to managing assets and briefly examines how they can be applied to relationships. Importantly, this review is focussing solely on the relationships that are systemically important to a firm and not the general cloud of relationships associated with every level of a firm.