Be Righteous or Be Cooperative - what’s your take in different market conditions?

One of my favorite quotes from Wayne W. Dyer is “When you have a choice to be right or to be kind, choose to be kind”.

Well such a quote is apt in our day to day life. However, how far that is relevant in the corporate world is a matter of debate.

When going gets good, every person usually becomes kind-hearted and generous. However, when the circumstances get tough, people usually tend to get tougher and leave kindness behind.

Why does it so happen? Why do most people change their behavior when the external factors become different? Why can’t we maintain the same behavior and therefore, ensure that our business relationships remain intact?

Why don’t we just look at the bigger picture, instead?

I have come across many a people who get affected by a situation, change their behavior and become inconsistent in their approach towards their existing or potential clients, thereby losing them forever.

It usually happens when we begin to analyze a client vis-à-vis a situation and while doing so, we begin to judge our clients. It is then our tall ego takes over the reins of the minds and begins to feed with its verdict of us being right and the other person being wrong.

This leads to the most dangerous situation that one gets stuck in.

Imagine a situation wherein you’re meeting a potential client in a Café. You’re over punctual and you’ve reached 5 minutes before time whereas the other person has not. Then, 10 minutes later, he calls you up only to inform you that he’s running late by 30 minutes more.

At this point of time, you may begin to lose your temper and your blood may begin to boil. You begin to analyze and judge him since you haven’t met him yet. You may feel why the hell you left all your work and rushed to be on time to meet him in a Cafe.

Every thought of yours begin to prove yourself to be right and the other person wrong.

So you have 2 options to take your pick. One, to inform the client and reschedule the meeting indicating him that he should have respected your time and two, respect the other person’s situation, give him the upper hand, be kind, stay back, listen to him first and greet with all your smile making him feel comfortable.

What would you prefer in this situation? It is your take.

However, it’s best to just relax and try and understand the situation. Try to understand the other person instead of judging him. He may be delayed genuinely and bringing tremendous opportunities along for you. Therefore, it’s best that you stay calm, listen to him when he arrives and forgive him if he apologizes and move on doing business with him.

Your patience would certainly pay; trust me, as long as he is serious to do business with you. 

“You will succeed best in your business when you put the restless, anxious side of affairs out of mind, and allow the restful side to live in your thoughts.” – Unknown

There may be another situation such as pending payment from a client which is due for a couple of months. How would you handle this situation when you have your own pressure of meeting the financial deadlines?

Would you behave nasty with the client or handle the situation properly?

We all get stuck in this vicious cycle but someone has to break it somewhere. Be the one to take the plunge not for anything else but to keep the relationships.

At times we are stressed for the financial pressure so much that it feels as if we are going to snap at any moment. Still, hold on. Don’t give up. Stay positive and strong and try to manage without affecting relationships with your clients by not chasing him for money at all times that may lead to breaking away from the relationship. It takes a long time to build it and no time to break one.

I am not trying to say that if you come to learn that a client of yours is about to close his company or is going to abscond; even then you must remain patient. You always get clues from the market, from his team or from the person himself and therefore, can prepare yourself to address the matter and take the necessary action.

However, the person managing his organization may be going through a tough time but he may still be credible and committed. Try to understand the intention of the person heading the organization or his financial team.

Therefore, you have to assess his organization’s approach and try to get some clues about the financial situation. Under every circumstance, try to be as patient as possible yet as long as you don’t risk losing it completely if that person has bad intentions. 

“Never assume when you go in a business, only keep realistic expectations and an open mind.”

So the best option ideally would be to try and maintain the relationships, but safeguard your interest by understanding his intention which can be gauged from his body language, the conviction with which he speaks, his office environment, market and probably his clients. 

Conclusion: Relationships that have been consistent in the past many years must be given importance over the amount of money. Learn to respond in every situation instead of reacting over it. 

Should you be happy reading it, please drop a comment above or write to me on Sridhar@oasisins.ae