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A Calculated Risk Have you ever been in a “relationship” and later discover that you only thought you were? The other half never considered the relationship the same way you did. And by the way, what does “relationship” mean, anyway? Can we all agree on what “relationship” is and is not? Isn’t this just the point in that we all define in our own minds what our “relationship” is and is not, without ever agreeing with the other half and defining what it is and is not. Could this be the problem? Are you in a love/hate, a longtime, a personal “relationship?” And what does any of that mean? Let’s examine your “relationship”: If your other half of the “relationship” was to be the master of ceremonies for an event and have to speak in front of a room full of people, let me ask: Would you tell her that her hair was amiss before she went before the audience? Would you tell him that he has dandruff flakes all over his dark suit? How about letting him know his zipper is open or that she has toilet tissue sticking to her shoe? Of course you would, because you’re in a “relationship.” Let’s reverse the roles and carry this a little further. What if they gave you a referral that was not what you really wanted? Or, perhaps you contacted a referral and the party had no idea why you were calling? Did you let them know? What is your time worth? Better yet – let me ask – what is your reputation worth? Is it worth the relationship? Realize that if you build a “relationship” of trust and confidence you will be able to address all of the scenarios mentioned. Realize that you are in a business “relationship” of trust and confidence, and you will be able to hold each other accountable and communicate at a totally different level. Business “relationships” cannot exist without some level of earned trust. “Trust is a calculated risk made with one’s eyes open to the possibilities of failure,” says Robert Levering, “but it is extended with the expectation of success.” Where is this important “relationship” quality better illustrated than in the arrangement made between the shark and pilot fish? The shark is renowned for its indiscriminate palate and will enjoy a meal of almost any ocean dweller – that is, except the pilot fish. The shark takes an interesting approach in that it extends an open invitation for the pilot fish to join him for lunch. Then, the smaller fish acts as an automatic toothpick and eats the leftover food lodged between the shark’s teeth (probably taught by our dentists and hygienists, of course). A collaborative “relationship” – the shark gets clean teeth and the pilot fish gets nourishment. Each fish is satisfied when the encounter is over and understands their “relationship.” Robert Levering stated first that trust is a calculated risk, and second, it is extended with the expectation of success. So it is with the shark and pilot fish. The pilot fish trusts the shark will not eat it, and each fish knows that if it cooperates, its needs will be met. They understand their “relationship.” Do you? Coach G
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