Your Success Rides On The Relationships You Build
There is nothing more important than the relationships you have with your clients or customers and with your staff. Without either you don’t have a business and the only way to create those relationships is through leadership.
Far too many business owners however believe that what they need is better managers. Good management however, is nothing more than the effective allocation of resources and the coordination of its people’s efforts and direction. What’s far more important is good leadership. Leadership provides direction, encouragement and inspiration that creates self motivation and loyalty within individuals and teams, which also promotes environments that attracts clients and customers.
The true definition of a business person is someone who employs people smarter than them to do work they can’t do or don’t want to do, so that they can take time away from the business with the confidence that the business will continue to run and prosper in their absence. If your business is not presently structured that way, then you need to take note of what’s been said here.
The power of your business is in its leadership. Improving management won’t improve leadership, but good leadership will always improve management; and it will ease the pressure on management. Yet this fact doesn’t appear to be understood by businesses in general. In resent research it’s been shown that Australia , for many years, has continued to fall further behind on the world stage in leadership. As a result we are currently behind every other OECD country in the area of collaboration. And for effective collaboration to occur, quality leadership is essential.
So where do you start? Unless you are the sole person in your organisation who deals with your clients and customers, you start with your staff. Right now I guarantee you’re thinking I mean you need the right staff. Yes, but more importantly and at the same time you need the right attitude towards your staff. We know that the performance of happy staff increases as much as 34%.
However, presently in Australia:
- in excess of 70% of employees are either disengaged or actively disengaged in their work
- 80% of those who quit their jobs do so because of their immediate managers, while
- up to 30% of presently employed staff actively look for new work in any 6 month period.
These unhappy staff are typically 30% less productive. Can you see the importance of having happy staff.
It’s not a case of wrapping your staff in cotton wool and it’s not a case of installing lounge chairs for your staff as Google have. That’s not feasible for most of you reading this article.
What’s important is;
- developing your own leadership skills and the leaders ship skills of your managers
- employing the right managers and staff
- assigning tasks that match each person’s unique strengths
- building teams around their personalities and giving the appropriate authority and responsibilities to each of them.
- education of all of your people in understanding the different personalities and the advantage that the most diverse combinations can bring to their lives
By understanding personalities I don’t mean that you rush out and have everyone do a cumbersome psychometric profiling test.
My rule is if you can’t do it with your clients or customers, don’t do it with your staff.
We know in sales that when people have a choice, they only buy from people they know and trust. The same goes for your own people; they will only work for people they also trust. That only comes when you all understand how to read people correctly and as unique individuals. When you have these soft skills you can read anyone in any situation; personal, social and in business, and build rapport with everyone of them.