The Courageous Leadership Newsletter: Build Better Business Relationships
January/February 2009
Greetings!
Building and maintaining relationships and working well with others is valuable currency in today's business world. According to the Center of Creative Leadership (CCL), people who have the ability to build and maintain strong lasting relationships are more effective and achieve greater success than those who ignore or struggle with this competency.
At times, we may have thought "networking" is about schmoozing others, collecting business cards, pumping up our importance, looking good. We suggest, however, that the true value and essence of networking is really about connecting with others, and how we can help and learn from each other. Here we are speaking to a deeper skill: building and maintaining relationships. It is one of the strongest skills related to leadership effectiveness. CCL researcher David Campbell notes in the study "Changing Nature of Leadership" that, "Leaders are still expected to be resourceful, decisive and willing to do whatever it takes, but those who demonstrate relationship-based skills have a distinct advantage."
Is relationship building something that a person can learn? Is relationship building a skill that is important for people to master in today's business landscape? The answer is an emphatic YES to both questions.
In this month's issue of "Courageous Leadership," we take a closer look at relationship building and how to develop or strengthen those skills. Keep in mind that building solid, effective relationships is a lifelong process.
Here's to your leadership!
Best wishes,
Brenda & Angie
Build Better Business Relationships
In today's world, every business is a "relationship" business. The quality and impact of your work, and the profitability of your business, depend upon relationships--with customers, co-workers, and competitors; with suppliers, distributors, and support services; with direct reports, senior managers, and boards. In business, as in life, relationships play a key role in success or failure. The most accomplished leaders are those who are successful at building relationships. They shift the focus away from themselves and focus their attention on the needs of the other party in the relationship. This isn't completely altruistic; people who do this know that by giving, they will also get something back.
Building solid, genuine connections with peers, colleagues, customers and clients, and other professionals is recognized as a differentiator of those businesses that thrive over the long haul. But relationships don't just "happen"; they are cultivated and developed. Any successful relationship is unique to the parties involved, whether personal or business, and it evolves over time. They start out tentative, with expectations, develop strength based on the experience, and mature into becoming a trusted relationship.
Why Relationships Fail
There are many reasons why relationships fail, including unmet expectations, unfulfilled commitments, wanting to be right, poor communication, and personality conflicts. Think about those relationships you would like to develop in your business. Whom are they with? How can you develop them? And how will you sustain them? Where have you had successful relationships and what contributed to their success? Equally important, think about those relationships that have been unsuccessful. How did you contribute to their downfall?
10 Relationship-Building Strategies
Relationship building is a critical leadership skill, and one that can be learned. While it is intuitive to some, for many it is a challenge because each relationship is unique and situational, and requires adjustment, compromise, and negotiation. Here are steps to building successful and sustained relationships:
- Be authentic. First, know yourself. Focus on becoming the very best person you can be. Be the best partner. Be aware of your impact on others. Be respectful.
- Be invested in THEIR success. Make the relationship a priority. Demonstrate your commitment. Tell them.
- Focus on WE. Move from "I have all the answers" to "Together, we have all the answers."
- Don't keep score. Do what you say you will do. Follow through. Be consistent.
- Listen with your ears and mind wide open. Be open to hearing what the other person is really saying--not simply the words, but the emotions, concerns, fears. Seek first to understand, then to be understood.
- Share information. Communicate well and communicate often. Keep others informed of any changes that may impact them and their expectations.
- Be human. If you make a mistake or misjudgment, admit it quickly.
- Speak with courage. With a genuine concern for the relationship, be direct and honest. It's not about being blunt but sharing your thoughts in a way that opens up possibilities. Provide feedback to create value. And listen to feedback.
- Appreciate others. Look for what is going well and tell the person. Understand your interdependence on each other. Enjoy your time together.
- Stay connected. After a project or an assignment ends, stay in touch with this new relationship during the year. Consider making a quick call or sending an article you think the person would find interesting. Simple but very powerful.
Follow these strategies and you'll be well on your way to building better relationships. And, by all means, contact us if you'd like to learn more about developing a "Building & Maintaining Relationships" workshop for your company.
