An Element of Trust

When asked what is the most important element of business? My answer would be Trust. I believe there are many elements of trust but feel the most ethical when used appropriately is congruence.

I’m sure many of us have had a conversation with a business owner who shows passion for what they do? Passion is infectious, and impressed by what is said; so you sign the contract allowing yourself a little extra than you were willing to pay, but you like the idea of having everything in one package – or so you thought…. It does not take long to find the contract signed covers very little of what was said and any further business will cost you additional costs…. Let me guess - not in the contract and no leg to stand on?

First of all don’t be too hard on yourself, you are not the first this has happened to and you certainly won’t be the last. This is a wonderful learning experience – although, wouldn’t it be a wonderful world if congruence could allow us the passion to believe unconditionally in someone else’s intentions? In saying this, ask yourself, have you ever done this yourself; remembering the misconception in communication is the belief it has been delivered. A follow-up process may prevent any misconceptions in business?

Don’t let this business practice deter your value in congruence. Being congruent in my opinion means repeat business and will build a foundation of credibility and goodwill. I don’t need to spell out the difference in achieving repeat business and referrals when doing the right thing compared to the extra hundred dollars gained by deceit. Yes eventually deceitful businesses will dry up and their choices will be to continue their deceiving strategies to keep the cash flow happening or fold. Need I ask which business you would like to have?

Congruence also means clients follow your processes as part of your relationship. At times you may need to play hardball, but it will earn respect and credibility. For instance when a client does not pay their account by the due date what process do you have in place, and do you ensure you do what you say you will do? Think of this on a personal level, how frustrating is it when you hear parents repeatedly threaten a child – If you do that again you will go to bed….again the child misbehaves and again another threat, and another. The child learns you are not serious and knows they won’t be punished. How can the parent expect respect from the child, and as witnesses to this behavior do you see this as credible?

Are we all children at heart and learn to respect those who do what they say they will do at a very early age; and eventually we learn there is a price to pay when our choice is not to trust or be trusted. Whatever way you look at this, it is a learning of character and your character is your choice.