How do you build trust and rapport with short-term oriented stakeholders or customers?

The best way to establish rapport is through sincere, honest, and open communication: however, not just any communication. The discussions should be based on finding common values to which each participant may fully commit. The conversations must be genuine. Values of trust, respect, purposeful listening, taking personal responsibility individually and collectively, inclusiveness, and agape (selfless love [from the Greek meaning]) This, along with other values offered by participants generally result in the development of positive and meaningful rapport. Please see our recently developed model on my LinkedIn site for research on transformative learning and the development of intercultural competencies. Thank you, Tomm Stewart PhD

Start by researching and understanding the specific needs, preferences, and priorities of these stakeholders or customers. This can be achieved through market research, analyzing previous interactions, or reviewing feedback. One this has been done, initiate direct communication with them to understand their current goals and expectations. Ask specific questions about their short-term objectives and what they value most in a service or product.

When you deliver on your promises, you build credibility. When stakeholders or customers notice that you have established yourself as reliable and trustworthy, they will become repeat customers and refer you and your business to others. The best advertisement is word of mouth. Additionally, following up with your customers or stakeholders shows you are genuine and relational. Ensuring they are pleased with you and your product adds value to your brand and your company.

Make sure to meet, or even exceed, the expectations you set with short-term oriented stakeholders. Given their focus on immediate results, delivering what you promise within the agreed timeframe is crucial. After completing a deliverable, follow up to confirm that it meets their needs and to gather feedback. This demonstrates your commitment to their satisfaction and builds trust.

Create a 'Rapid Response Team' within your organization dedicated to addressing the immediate needs of short-term-oriented stakeholders or customers. This team should be trained to adapt quickly to changing requirements, offer flexible solutions, and provide prompt responses. Equip them with the authority and resources needed to make immediate decisions, ensuring they can effectively meet these stakeholders' dynamic needs.

Showing appreciation and enthusiasm goes beyond the type of stakeholders you work with, and it should be consistently applied. Be vocal about your appreciation for their business and the challenges they present. For example, after completing a task or project, express how much you enjoyed working on it and how you value their trust in your services. This positive attitude not only reinforces your commitment to their satisfaction but also creates a more personable and engaging relationship.

Being immediately responsive is one of the key features that helps building trust with short-term oriented (STO) stakeholders. Even though it seems hardly doable for the representatives of cultures that are not used to answering their counterparts over a personal phone or instant messenger, being available is a key to STO colleagues. Even if you are not ready to provide a full answer right now or you don't want to break your personal boundaries on a day off, show them that you are in touch and will answer at this and that hour and date, make sure you're in touch and hear them.

Set up a regular, brief check-in meeting with these stakeholders to negotiate and discuss ongoing projects or services. During these meetings, actively listen to their immediate concerns or demands, and propose solutions that offer a compromise between their short-term needs and your long-term objectives. This dedicated time for negotiation shows your willingness to accommodate their preferences while also giving you the opportunity to steer the conversation towards a mutually beneficial middle ground gently.

Create a structured feedback process tailored for short-term engagements. For instance, after completing a project, send a brief, targeted survey asking specific questions about what the client liked and what could be improved. This could include questions on your responsiveness, quality of work, and understanding of their needs. Once you receive this feedback, discuss it with your team, and identify actionable steps for improvement. In your next interaction with the client, mention specific changes you've made based on their feedback. This approach shows that you are not only receptive to their input but are also actively working to enhance your service, fostering a deeper sense of trust and cooperation.

For short-term-oriented stakeholders, responsiveness is crucial. Consider a tech startup needing quick product changes focused on immediate results. Anticipate and prepare for quick shifts, illustrating your ability to adapt fast. A smart move is forming an internal "rapid response team" tasked with addressing urgent needs swiftly. Equip them with decision-making authority and necessary tools, ensuring timely, quality responses to client demands. This strategy not only meets the immediate needs of dynamic clients but also reinforces your reputation as a dependable, agile partner in a high-speed business landscape.