- Loading...
- No images or files uploaded yet.
|
|
Relationships and Mutual Exchange of Value----------------------------------------
Like personal relationships, any business-client relationship that lasts has to have a balanced exchange of perceived value. Each side must be getting as much value as the other over time, or else the imbalance of value/energy will disrupt the relationship.
* Value is not just money:
- For the provider, it can include more money/revenue, creating a happy customer that will refer others, the personal satisfaction of a job well done, an opportunity to learn and improve their product (or packaging) by beta testing it on a new client, the entrance into a new market or geography, building a relationship with an important contact...
- For the customer, it can include more money/income, more freedom/fun, improved business/personal results, publicity (if the provider uses them as a case study), less stress (either on individuals in the company or on the company itself), reduced risk, more happiness...
* The value itself is defined by the receiver, not by the provider. $1000 paid equally to two employees is the same to the employer, but the money could be tremendously different in value perceived by each employee. [Find the quote about "Communication is not what you say, it is what is heard"]
* Sometimes the value is there, but it needs to be clarified through more communication or training (such as when a customer isn't using software correctly, and needs to improve their practices)
* This can be looked at also in light of employer-employee relationships. If an employer isn't seeing the value for the investment in an employee, they'll let them go. On the other hand, if an employee doesn't see fair value exchanged, they'll look for another job (or slack off in their current one, to reduce the value they give the company to a level they feel is even with what they're getting from the company).
* It's unhealthy even for one side, over time or repeatedly, to be getting more value than the other is giving...because it unconsciously makes the received feel obligated to the giver.
Principles:
1. For a relationship (personal, customer, employee) to last, there must be an even exchange in perceived value
2. The value should be as clearly communicated as possible so each side appreciates it and understands the other side
3. Mutual value is a living, ever-changing state...it is not static (it needs to be checked/confirmed regularly)
|
Anonymous
Create an account or Log in
Comments (0)
You don't have permission to comment on this page.