Smart entrepreneurs know the value of creating and fostering relationships long before they will actually need a particular professional. They see the value in the peer interaction ... they see the value in the shared expertise ... they see the value in the team building ... and, most of all, recognizing how lonely an entrepreneur's job can often be, they see the collegiality and enjoyment which can be derived from those relationships.
If you approach each introduction at an organizational event as a possible future relationship, you will be on your way to building the virtual team which every entrepreneur needs to grow a successful business.
You see, a relationship is a two way street... you give, you get... simple as that. And, if your primary thought when introduced to a professional is to see how you can help that professional (rather than immediately considering what that professional can do for you), you are on the road to successful relationship-building already.
Working with Allen Falcon is a good case in point. Although my technology needs are smaller and simpler than those of Allen's typical client, he didn't ignore them in our conversation. Instead, he plunged right in, asked and was genuinely interested (after all, we could have just talked about the Celtics!).
Allen's typical approach is to see what his companion's needs are, rather than "selling" them on his services. In fact, if you visit Allen virtually at www.horizoninformation.com you will discover that his business is geared towards those clients who need the services of a technology consultant on a part-time basis... which Horizon's CIO-on-Call program addresses efficiently and economically.
However, lest you think this article is simply an "ode to Allen", let me give you another example.
At another SBANE reception, a favorite commercial banker and I got chatting about yard work -- specifically, the removal of dead branches and trees in our yards. My friend shared a story about a tree removal contractor and some very unsatisfactory services.
At the time, and despite standing there with a drink in my hand and feeling very relaxed, my antenna went out and I saw someone I could help with a little bit of free advice. Whether or not my banker friend took my advice and followed up as I suggested isn't the point. The point is, as a lawyer, I immediately saw a hole in the story big enough for the proverbial Mack truck and offered an approach to solve the problem.
I did this because (a) I like this particular person and felt she had been taken advantage of; and (b) I had a certain knowledge of contracts that I felt could help her and wanted to share it. That's what relationships are all about... one person sharing his or her expertise with another in a setting which engenders trust and appreciation. It starts with a "give," not a "get."
Here's the moral of these relationship stories: Someday soon, one or more of my business clients will need help from a technology consultant or a commercial banker and some of their clients will need help from an attorney. Having had the opportunity (and pleasure) of actually getting to know each other, who do you think we will recommend when the time comes?
I know, it seems a "no-brainer." But it is amazing how many entrepreneurs miss the point when it comes to building these relationships. As Alan Greenspan said, "I have found no greater satisfaction than achieving success through honest dealing and strict adherence to the view that, for you to gain, those you deal with should gain as well."
Are You Making the Most of Your Professional Relationships? - To learn more about this author, visit Marijo McCarthy's Website.
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David Barr
David Barr is the President of Venture Opportunities, Inc. David has been a professional business broker/intermediary since 1980 focusing on General Business Brokerage and Mergers and Acquisitions representing client transaction value from $400,000 to $20,000,000. Mr. Barr has handled the sale of over four hundred and fifty companies. David earned a university degree from the State University of New York majoring in economics and business.
David holds the Mergers and Acquisition Master Intermediary and the Certified Business Intermediary designations from the International Business Brokers Association. He is also a Senior Business Analyst and a Texas licensed Real Estate Agent. For more information about David and Venture Opportunities, visit www.bizdealmaker.com. - Visit David Barr's Website |
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Anne Barr
Anne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations,
networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business
ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
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We were recently doing Relationships for Revenue Growth training for some of the sales force of a large technical company, and throughout the day, we had great discussions about the power of turning business relatio...
