Strategic Relationships

If there is anything we can learn from the recent crises facing General Motors (GM), the Veteran's Administration (VA), Donald Sterling and the Los Angeles Clippers, The New York Times, Target and other companies and individuals facing their own high stakes crises is that it is important to talk to each other. 

As children, we learn that if we lie we will get caught, if we cheat we are only cheating our selves. So as business leaders, it is important to follow the rules and play by the rules. To engage your employees and the communities in which you do business.  Work hard at developing working relationships, not just in the board room, but on the court or course.  Make friends now so that if a crisis ensues, you will be prepared to respond and others will come at your defense. But most importantly work to minimize the risk of any crises by devoting the resources in developing strategic relationships. 

Change is upon us - Do you have the relationships to make it happen?

Last week, more than 400 people filed to run for the Michigan House of Representatives, alone.  That does not include the State Senate, Congress and the various county seats now open, not to mention judicial races and the various county elections. Some will withdraw their names before the ballots are printed and others will vigorously campaign over the next several months, before the August primary and November general election. Earlier this month, the French elected a new President, voting for change over the incumbent, Nicolas Sarkozy.  In Greece, after a May 6 election, voters could not decide on a single ruling party to turn that country around and now Greece is at a political impasse.  In Russia, Dmitry Medvedev ceded the Russian Presidency back to Vladimir Putin, despite recent protests. In China, Hu Jintao and Wen Jiabao wil handover the presidency in 2013 and the Prime Minstership to Xi Jinping and Li Keqiang. Also in 2012, the following countries will host elections: Mexico (July 1), Venezuela (October 7), Egypt  Kenya (August 14) Taiwan (January 14, 2013).

In November, we too will have the opportunity to select or re-select whom we want to run the United States of America. Just as we voted for “Change” in 2008, by selected Barack Obama as President, voters in Democracies world-wide are now starting to vote for Change – Will Change come to America again?

We can see in some pockets, “Change” is already occurring. For example, in Indiana, long-time U.S. Senator Richard Lugar lost his election, in the primary.

Just as political incumbents are starting to fall, so to are our corporate CEOs. The CEOs of Yahoo, Best Buy, AOL, Avon and JPMorgan have all left or resigned. There is no doubt that we will see new faces in places that will impact us and where our daily and professional lives collide.  And as we move forward, so to must our relationships with key decision makers who have influence over us.

But how much do we really know about these people? What is their agenda? Why and How did they get into this position? What motivates them and how can we develop meaningful relationships with them before we need their assistance? How much do they about me, about my company and about my agenda?

Campaigns are all about raising awareness, developing name ID, exchanging ideas and debating solutions for problems we face. It is time that we start using campaigns to educate the candidates on what we do as businesses, as unions, as entrepreneurs, educators and the like. Just as a candidate will approach you asking you for your vote, take them aside and start telling them about you.

Start now by developing a relationship with them. It does not matter if they are a Democrat or a Republican, if they drink tea or even something else. Relationships are built around trust, around issues and around ideas. It is time we start exchanging them so that we stay on top of the change, develop the relations and take an active role in the future direction of our city, county, state, country, business, industry and family.

Creating the infrastructure in developing stratregic relationships

Is it really true that it is not what we know, it is who we know?  When I became the Communications Director for the City of Detroit and Press Secretary to the Mayor, a client warned me, "Remember, people don't respect you in this role for who you are, they respond to you because of your title." He was right. I was the spokesperson not just for the Mayor but for the City and calls were returned immediately and action always resulted from those calls. But as a very public and senior government official I did not always know who was calling or why, so I approached each call cautiously, yet listened to see what needed to happen next. I also was accessible and responsive.

Back in the private sector, I built my practice and my reputation around relationships -- not necessarily the number of people I know, but around the quality I know them from. In the end, relationships are built around trust. In cultivating and foster relationships, it is important to create the infrastructure to support an external relations effort.  This includes:

• Creating an agenda -- What is your goal for reaching out to certain people and what do you hope to gain or offer when you talk with them?
• Set the organization's priorities - Based on your agenda, what is a priority and what issues can wait.
• Who do you know? -- Based on those priorities who do we need to know and who should we get to know....Are they running for election? If so, you need to familiarize yourself with the political landscape as well.
• Build the support -- Once you know what  you will talk about and to whom, you now need the supporting materials to help make your case. Therefore, you should develop the talking points and support materials to help you make your point.
• Know the politics -- In engaging elected officials, it is important to become familiar with the legislative, political and regulatory landscape....become familiar with their agendas and create a constant contact system to remain top-of-mind program for board members to engage your key targets.

A company also should continue to develop an ongoing media relations and PR strategy that engages its' core market in ways that positions the organization as thought leaders in the industry, trend setters and a go to organization for fulfilling a void in the community. Therefore, approach a variety of media, such as your local daily, The Huffington Post (which also covers more local issues), industry/trade publications and other media, while creating a blog through their channels or your own, to talk about your core issues. Based on your agenda and who you need to meet with, I would then create a calendar of must attend events or organizations to become familiar with and dedicate the resources for attending and perhaps sponsoring a few of those events.

Depending on your priorities and goals and the immediacy of both, in 2012, I would spend my time creating the infrastructure in developing relationships, while getting engaged in specific areas where appropriate. I also suggest joining relevant organizations where you can take an active role to learn the ropes and eventually take the lead.  Then in 2013, you will be more comfortable and confident in a more active and involved engagement strategy and help further your organization's goals. In 2012, business will continue to be built around relationships and trust. So it is important that you start today in identifying those relationships you want to build.