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The “To Do” List for Build Business Relationships
1. Be Available and Engaged 2. Demonstrate Honest and Integrity 3. Demonstrate Diplomacy 4. Communicate!!!Communicate!!!Communicate!!! 5. Be Courteous and Respectful 6. Demonstrate Responsiveness 7. Participate 8. Walk the Floor 9. Recognize Achievement 10. Avoid Negativity
1. Be Available and Engaged You need to make yourself available to your Business Partners. The best way to demonstrate your “Availability” is by answering your phone. Voice mail is a great tool to use when you are busy, but it should not be a tool to use to avoid interaction. Also, be physically present whenever possible at meetings with your partners. Making the choice to attend a meeting in person rather than via conference call from your office (especially when the participants are in the same building) is always the best choice. 2. Demonstrate Honesty/Integrity Address issues head on. If you drop the ball- admit it. You will gain much more respect and trust if your Business Partners view you as someone that is honest and does not avoid potentially negative situations. 3. Demonstrate Diplomacy I think that the saying goes “don’t ever tell a parent that their baby is ugly- even if it is true”. This is very good advice to use when working with your Business Partners, as well. Understand that while you may believe that your Business Partner is terribly on the wrong path with a specific process, program, or policy; you should be considerate of their feelings when making your point. You must diplomatically demonstrate your position as to not alienate your Business Partner. Also, keep in mind that YOU actually may be the person that is wrong. Therefore, displaying diplomacy in these situations can also protect you from being a target. 4. Communicate!!! Communicate!!! Communicate!!!! You are a leader. Leaders do not allow other people to communicate for them. A great deal can be lost in the translation. Not to mention the fact that your business partner may perceive you as disengaged, arrogant, and/or weak when you allow other people to communicate for you. 5. Be Courteous and Respectful This should go without saying, but unfortunately too many times it must be said. Courtesy and Respect should be the simplest characteristics for you to display- You OWN your ability to be courteous and respectful and there is very little room for subjectivity- either you are Respectful and Courteous or you are not. Rules for displaying Courtesy and Respect - Be on time! - Let others talk! - Do not interrupt! - Know your role and do not overstay your welcome.
6. Demonstrate Responsiveness Along with answering your phone when you are available, you should respond to all communications within 8 business hours. 7. Participate Don’t be the leader that sits in the back of the room on his blackberry during meetings/presentations. If you do not intend on participating in whatever activity that you are attending, you should not attend. You are not only wasting your time, but the time of the other participants. 8. Walk the Floor This is really the only suitable advice that Michael Scott, the manager of Dundler-Mifflun “The Office” ever provided that was sound. M.W.A (Management by Walking Around) is a terrific method for demonstrating that you are engaged, concerned, and aware of what is taking place in the company. 9. Recognize Achievement Congratulating your Business Partners on their achievements (good quarters, new successful product/program offerings, etc.) speaks volumes when it comes to building strong Business Partner Relationships. It demonstrates to them that you are aware of what it takes for them to be successful and that you are a team player that views the Business Partner as a Key Contributor to the success of the team. 10. Avoid Negativity
Getting caught up in negativity is never productive. Sure negative occurrences happen. Low sales, downsizing, economic turndowns, acquisitions, etc. are part of business, but you have full control over the manner in which you choose to respond to negative activities. You can choose to whine, moan and perpetuate the negativity or you can rise up and be part of the solution that overcomes the negative circumstance. |