Building business relationships

I came across an interesting blog from Mark Mardell, the BBC's North America editor. He was discussing the speculation and subsequent concern about Great Britain's relationship with America, now that Obama's in power. A relationship that has always been deemed to be special, but as he accurately points out, is actually just one of many 'special' relationships that America has with countries throughout the world.

Relationship building has never been easy, whether in the annals of political history, business relationships or just everyday friendships. But the inherent problem when it comes to these more high brow relationships is that each party, at some level, has to acknowledge that they're hoping to gain something from it other than just good old companionship. And that's what makes them fickle and so damn hard to maintain.

In politics and in business you're always looking at a balance of power. A trade-off of wealth for protection; the old adage of 'I'll scratch your back if you scratch mine' and so on. So when something happens to threaten this balance it doesn't always take long to upset the apple cart and find a once excellent relationship has died.

I'm sure many of us have been in the rather unpleasant scenario of watching a business partner defect to another supplier, because they feel that we're no longer delivering the goods, or vice versa. So how can we hold on to these often invaluable partnerships and what do we do if they happen to fail?

It may seem a bit old school to say it, but a bit of honesty and integrity never did anyone any harm. Remember what they taught us in our youth about treating others as we'd like to be treated ourselves? Well that can go a long way in business. If you want to be paid on time, then get your house in order so that invoices are all always paid before the deadline. If you loathe sharp practice, such as the frighteningly common '30 day free trials' that lock you into long-term contracts, then make sure you don't resort to the same practice yourself. Staving off cynicism and acting in an appropriate, decent manner is one of the keys to business success.

Likewise, in the same way that you wouldn't enter a friendship with someone you know to be a bullying or domineering individual, why do the same in business? This isn't politics, we aren't talking life or death, or the possibility of war. If someone goes against your ethics as an organisation, then simply don't enter into a contract or relationship with them. It is only because unreasonable behaviour is tolerated that it continues to exist. And in the same vein, if a partner changes their ways, due to acquisition or simply the pressures of business, don't leave it too long before calling it quits. Nowhere is this more important than in reseller relationships, where your brand is at stake.

After all, if you hang out with the wrong crowd, sooner or later it's going to affect you.