Elsewhere we have looked in detail at the key features required in any successful large-scale relationship. This included summarising the indicators which would suggest that each theme was present or absent within the relationship.
To help with your research and investigations, here is a summary you can use when interviewing stakeholders and gaining their input and perspective. Feel free to print this out and take it to your lunch meeting.
Trust and Credibility
Positive Indicators:
- Telling the truth, the whole truth
- Sharing sensitive information
- No secrets
- Predictability and reliability
- Doing what they say they’re going to do
- Giving bad news early
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Negative Indicators:
- Cautious and suspicious
- Dishonesty
- Partial disclosure of information
- Misinforming
- False deadlines
- Asking more than one person
- Going behind people’s backs
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Communication and Influence
Positive Indicators:
- Sharing views
- Getting people listening
- Balance of power
- Fair negotiations
- Direct talking
- Expectations clearly stated
- Proactive
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Negative Indicators:
- Being pushed around
- Always under pressure from others
- Doing things you don’t want to do
- Doing things you don’t believe should be done
- Submissive
- Not speaking up
- Unreasonable escalation
- Reactive
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Problem Solving and Conflict Resolution
Positive Indicators:
- Taking the initiative and opening talks with your supplier
- Accepting responsibility for any failings from your side
- Giving time to discussions to resolve the issue
- Acknowledging and respecting the needs and rights of your partner
- Looking for a win-win solution
- Building a constructive way forward
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Negative Indicators:
- Not facing up to difficult issues
- Avoiding contact with your supplier organisation
- Not returning calls/emails from your supplier
- Taking criticism too personally
- Having a “tit for tat” attitude
- Behaving in a belligerent way
- Not taking ownership of your contribution to the situation
- Expecting the problem to resolve itself without your input
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If it is better for you, you can grab a smarter looking PDF of these at The Gautrey Group.
