ON BUSINESS || Ten Principles of Good Business Relations

What’s good business? Everyone will have their own set of principles, but these are mind that I’ve picked up over two decades of running my own business.

1. Do what you said you were going to do. Sounds easy, but I can tell you from experience that most people fall short in this category. In an interview, they may tell you they are super hardworking, only to ask for time off in the first week and delay multiple deadlines. When you say, "I'll get you the proposal by the end of the day," and then send it days later, it is another touchpoint that tells someone else you can't deliver. People start calibrating what they can expect of you, and if you don't live up to your word, know that they won't be expecting much.

2. Be on time. We exchange our time for money as we're building up our careers. But businesspeople exchange money to get time BACK because their time is more valuable. They realize we have limited time and there is much for them to do; they are happy to pay someone else and delegate. All this is to say that if you have an appointment with someone, value their time as much as yours. Be on time.

3. Listen. Most people are just waiting their turn to speak in a meeting. After close to two decades in sales and generating over eight figures in sales, I've learned that you tend to gain a lot more insight if you shut up and listen. When you listen, you pick up on information that gives you a fuller picture of the client's needs and can better tailor your proposition to resolve their issue. It's the same for other working relationships; listening and asking the right questions gives you a more holistic picture to collaborate with the other party to come to a solution.

4. Take notes. The need to take notes may be just me, but when someone comes into an hour-long meeting, nods and keeps saying got it without taking any notes down usually ends up missing or forgetting critical points in the discussion. Bring a notebook or type out the notes on your computer. Even if you have AI listen in and dictate the notes, don't try to rely on your memory.

5. Wait your turn to speak. My brain is usually firing on all engines in a brainstorming meeting, and I have developed a bad habit of jumping in to build on someone's point, but sometimes they're not done talking! We have all made this mistake, but just because 'you're a creative' and your ideas are overflowing doesn't give you the right to interrupt someone else. Do it enough times and people would groan when they have to be in a meeting with you. That's not what you want.

6. Be considerate. What are the first, second, and third-order consequences of your actions? Who are they going to impact? How will it affect them? I'm referring to the objective outcomes of a decision. For example, you decide to push a campaign rollout by one week. Marketing vendors need to release your current date and find another available date. On-site activations may not enjoy the same weather as originally predicted. Your celebrity guest may no longer be available to attend.

7. Underpromise, overdeliver. This one is a golden business principle. Most people overpromise because they really want to get a sale or get the job, and then it's all downhill from there. Leave some pleasant surprises up your sleeve for your client or employer, it'll help them calibrate you in the positive direction; however, if you're underdelivering from your first day on the job, expect that you either 1) won't get repeat business or 2) won't stay in the job for long.

8. Be nice to everyone; you'll see them on the way down. Everyone, from the receptionist to the janitor to the person in the mailroom, plays a role in keeping a business running. There's no guarantee that our lives and careers will only UP. We've all heard the saying, "Everything that goes up must come down," you never know where a helping hand or a kind word could come from when you're on the way down.

9. Avoid burning bridges. There will be burned bridges throughout our lives; it's just that if you can avoid burning them to limit the damage, that's what you should do. Don't wait until the situation is irreparable or unsalvagable before you cut a client or employee loose. Suppose you start seeing signs that point in a negative direction and begin planning a strategic exit from the business relationship. In that case, it's the best thing you can do to avoid burning the bridge.

10. Give credit where it's due. Did your team member come up with the campaign idea? Did another person make an essential connection for you to close a deal? Did someone work the weekend to make a deadline? Make sure to give them credit where it's due. Leaders often are too focused on generating momentum they forget everything else, but all it takes is just stopping by their desk to offer your thanks. No excuses.