Relationships are Built on Mutual Value
BY Mike Foti
Have you ever felt used in a relationship? You give, give, and give more only to
receive nothing in return. I’m sure we’ve all felt this way at one time or
another. Relationships are built the strongest when we provide mutual value to
one another. When this does not occur we get tired and sometimes resentful of
the one- way nature of the relationship. This brings up two questions:
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How do we go about building relationships in the
world of business today?
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What do we do when we feel that initially in a
relationship we are receiving far more value from someone (maybe a new mentor)
than we are providing?
One great strategy to build relationships in the
business world today is networking. But what is networking, or maybe better yet
what is wrong with some people’s view of networking? Networking to me is the
process of meeting new people, getting to know them, determining where the
common areas of interest are, and if we can provide benefit to one another now
and/or in the future. Networking is not passing business cards out and finding
out if we can sell that person or their referrals products now! To build our
network of people it is most important that we first and most importantly
express an interest in others. To do this we need to ask them questions that are
both initially broad and eventually deep enough to really begin to get to know
them. Then we need to listen to their responses! If we feel we can provide
mutual value either now or in the future it makes sense to schedule another
meeting.
What do we do when we get into a business relationship where initially we are
providing minimal to no value? This is can oftentimes be the case in a mentoring
relationship. We develop a mentoring relationship with someone generally because
they provide value in the form of skills or expertise at a higher level than
ourselves in a specific area. In this situation if we do not find a way to
provide value to a mentor they eventually may begin to feel used by us. The
question is how do we prevent against this? Here are some specific strategies to
consider:
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Provide information to them- Clip out useful
articles, send them notes on books you have read etc.
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Introduce them to someone in your network that
might provide them with more value.
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Refer customers or vendors that could help them.
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Show your appreciation to them by thanking them
(verbally and especially in writing).
-
Get them higher- level recognition within their
organization. Send a letter of appreciation to the highest level of their
organization that makes sense.
-
Do a task or project for them without
compensation.
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Contribute to a cause that is important to them.
-
Teach them a skill that you know. Basically
consider mentoring them on your special areas of expertise.
-
Invite them to a social event (lunch, dinner,
entertainment function).
-
Do something nice for a member of their family.
If you would like to have Mike speak to your group consider the following
programs:
Constructing the Framework of Success
Motivation - Begins with Me; Grows with We
Running the Race of Life with Purpose
If you want to get Mike's insights on this topic in one on one sessions
click here.
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Mike Foti is Chief Executive Officer of Cleveland Glass Block (a
Northcoast 99 recipient for best employers in Northeast Ohio and a Community
Pillar Award winner for community service) and President of Leadership Builders.
Mike is a national speaker, writer, and consultant who helps individuals and
companies get results through people. To ask Mike how he might help you, or to
receive his free tips and leadership articles, call 216-531-6085 or visit his
web site at
www.leadershipbuilders.com.
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