Take time to invest in relationships, authentically.
One early evening this week in Cayman I was sitting at a bar outdoors with a client team. They had just had a team meeting about business development so were full of ideas on where they could, individually and collectively, bring in more work for their business.
I found myself talking to them about the importance and the power of taking time to invest in relationships with people rather than the common issue in professional service firms of always feeling pressed for time in meetings and so seeking to “get straight to business”.
Like Jack Ma in the quote in the image above, I believe that there is always untapped potential in investing in relationships.
My conversation with them was, then, about how investing in relationships is not only fulfilling but from a business point of view, whilst it can take time, the long-term “payoff” is often tangible as we build trust, which leads not only to direct introduction of business but also to building credibility and reputation more widely.
As the conversation continued, someone walking close by saw me at that table and came over to the group of about eight of us. This individual is a well-known and highly regarded Cayman businessperson and someone with a big personality. They came over, introduced themselves (though they needed no introduction), came over to me, then took several minutes telling the table all about me, what I do, how I had helped them in their career over the years, and more.
Their timing could not have been more serendipitously perfect, as what they said provided a truly power illustration of the power of investing in relationships. If that group were not yet clients of mine, I could imagine they would have signed up on the spot after hearing that unsolicited praise.
One more thing, always be authentic. Invest in relationships because it is a human thing to do, to be curious about others, to look to help them where you can, where your abilities and expertise can be of service. Authenticity builds trust, which is the heart of all relationships.
The individual who spoke about me that evening is someone I’ve known for decades. I like them, always have, to the level that we are now good friends. Our relationship, though, started when we were both on an industry committee and we talked often. I had been involved for some years and they were new to it, so I felt to offer my help and support to them as they settled in. That then developed into a continuing connection for many years, where I would often check in on them and always be there as a sounding board to support them in moving their ideas forward. I did this because I could and because they are a good person, plus I enjoy spending time with them, It is an authentic relationship that has developed over time, and one that, as one outcome, resulted in the affirmation they gave to that group this week.
Invest in relationships, authentically.