"Relationships Don't Matter in Business." Wait…What?

Relationships don't matter in business. Or so I was told recently in a conversation which included that; one of the most short-sighted statements ever heard in business. The gist of the exchange was an executive telling a vendor that relationships don't matter in business—that they're immaterial to the process.

What's more likely is that this particular executive doesn't understand HOW to relate to people in business. And since he doesn't understand, he perceives it to be worthless.

If that truly is the view of this particular executive, then he's missed one of the primary purposes of commerce, which is service. The most successful type of service exists when the person providing it truly understands the position and need of the person receiving it. The best way to accomplish this is through communication—forming a relationship.

Our company's relationship with our print rep is a perfect example (shameless plug: Denise Cardona at Printworx in Watsonville, CA). Because of our history (read: relationship), I know that she's willing to do everything within her power to get our projects completed on time and within budget. Consistently, time and time again, she's put herself in a position to serve the needs of our company. And it's because of that relationship that I'm not currently in the market for a print vendor. I'm quite satisfied with the one that I have.

Relationships are foundational for trust, and visa versa. More often than not, companies have options when it comes to clients, vendors and community associations, and we typically gravitate toward sources that we trust. To postulate that relationships don't matter means that no value is placed on service or trust and  that price alone is probably the most important criteria (read our post from December 4th: How to Overpay by Shopping for the Lowest Price). Businesses that shop on price alone will never experience the value that solid, long-term relationships create.

Do business relationships matter to you? Regardless of the answer is yes or no, tell us about it in the comments below.

—Jason @ Ideavise