Formal contracts don’t make successful relationships, people do. It requires a willingness to create a foundation on which trust , loyalty, and commitment can be built. Remember, every relationship is unique and must be treated as special. The basic rule is that you get what you put into the relationship. A partnership is successful to the degree that it’s win-win for everyone. It replaces the traditional “us versus them” mentality with a new “us” that enables everyone to grow and to reach their full potential.
People who are good at building successful alliances work very hard to structure win-win relationships. A partnership succeeds in the long run when both organizations work for their common good rather than each trying to gain the upper hand. When partners spend all their time trying to outnegotiate each other, the result is that everybody loses. Moreover, one of the organizations is likely to come out noticeably ahead, leading to jealousy and resentment. In win-win relationships, everyone does their utmost to understand their partner’s needs and to satisfy them.
In the past, conventional wisdom said that multiple vendors increased competition and enhanced performance; that playing one supplier against another was good business. The goal was to win at all costs. Today, however, the trend is quite the opposite. Experience has demonstrated that the only way to build lasting relationships is to begin with honorable intentions, make a commitment, and invest the time and effort with a select few.
No comments:
Post a Comment