I'm reading this book called The Likeability Factor right now. My father gave it to me. I know what your thinking... even her dad thinks she's a pain. But the truth of the matter is that I take after the ole man! He read it first! Pops works in procurement just as much as I do, if not more, so he get's stressed out, frustrated, and a short tempered every once in a while too. What can I say, we got passion!
If you don't like reading books, or don't have time, let me sum it up in nine quick words: "People like to do business with people they like."
I talk to buyers and suppliers every day. Likeability is not the only thing... but it CAN help. Suppliers don't like doing business with the buyers that hang up or are rude. Buyers don't like doing business with suppliers who don't return calls and e-mail. It's almost approaching just plain etiquette. This business is hard. When there are controllables like personality, responsiveness, and respect.....why would we throw away opportunities to do our best in these areas? .....because as I think we found out from my other posting...it's going to be a lot harder to control the price of raw materials.
Have a great weekend!
Here is a link for the book if you are interested: http://www.amazon.com/exec/obidos/ASIN/1400080509/bookstorenow700-20
It has been said and still seems to remain to be true that comunication skills is the #1 factor for success. I'm fairly certain though, that just likability would not be enough to drive success.
I've now been in business for myself for almost 5 years. In perspective I feel I'm finally starting to come around the learning curve and by no meens an expert here. In the beginning I made some aweful mistakes in handling customers. Learning from those experiences I have made deliberate attempts to temper the ever present problems and issues associated with jobs and projects with likability. And it works too. Even with the despair of late delivery, bad part, poor prints and the list goes on and on.
If the issue is met head on with a deliberate attempt to "be likable". The buyer and vendor walk away with a sense of accomplishment. They feel stronger from the situation. The buyers feels they have found a vendor that will work with them and the vendors feels they have found a buyer thats not trying to take advantage of them.
Every situation is different but there is no question that there needs to be a certain amount of likability for both the buyers and vendors and I believe that if its not there, the business transaction or even the relationship will fail.
ETR