Are relationships important in business?
How do you measure the success of a business? Could it be as simple as the amount of money it makes? Is its contribution to the society it is positioned in a measure of success? Public Sector and Third sector business are becoming more and more accountable in terms of revenue generation however their success is often measured on the service they provide to the ‘end user’. Some businesses are content to maintain their position in the market place whilst, more commonly, growth is a measure of success.
How do you measure the success of a business? Could it be as simple as the amount of money it makes? Is its contribution to the society it is positioned in a measure of success? Public Sector and Third sector business are becoming more and more accountable in terms of revenue generation however their success is often measured on the service they provide to the ‘end user’. Some businesses are content to maintain their position in the market place whilst, more commonly, growth is a measure of success.
Whatever the parameters for success, I am going to suggest that business, good business, is all done on or achieved through relationships. Relationships form the foundations, corner stone and building blocks of a successful business.
- · Relationships between bosses and employees
- · Relationships between business and society
- · Relationships between sales people and their clients
- · Relationships between the employees themselves
- · Relationships inside the business and relationships outside the business
- · Relationships across the business sectors and relationships up and down through the organisation
And relationships are based on productive conversations.
As a self-employed person, I get most of my work through word of mouth, through networking. The more people I am talking to the more business I have on my books. Even with a structured marketing plan and an awareness of social media methods of selling and publicity, good relationships are essential. In fact, a good social media campaign is, in essence, a relationships tool to build business and brand awareness.
Let me give you a simple example. I always take my car to a local mechanic in the next village. I have done for 14 years. It was Christmas Eve and my exhaust went, I knew he was going to be closing soon for the Christmas break. I went along to see him to ask when was the soonest he could fit me in. He looked around the forecourt at the many cars awaiting attention and pointed to a series of vehicles which had been dumped outside his doors that morning with post it notes on the dash demanding urgent work. No pleasant requests just demands. No understanding of the pressure and work load he was under. He did my car there and then and said if the other customers didn’t have the courtesy to ring or ask then they could go to the back of the queue.
I have always asked him if he can fit me in and not to worry if not and he has always made every effort to do right by me – we have a sound relationship built on trust and respect.
What are the relationships like in your business? If you want something doing by another department how well do you know the person you are asking? Do you invest in the relationships outside of the transactional piece of work you are doing?
In his book The 7 Habits of Highly Effective People, Steven Covey talks about everyone having an emotional bank account, from our friends and family to our colleagues and customers. Too many withdrawals and you’ll be overdrawn, keep making deposits and you’ll be in credit – allowing the occasional withdrawal.
· Business is done on relationships, how are your relationships and are you making more deposits than withdrawals? Are you in the red or in the black?
Relationships aren’t just important in business; they are business – the better your relationships, the better your business.
Piers Carter
Piers Carter
