DC Velocity - July 2015

www.dcvelocity.com JULY 2015 DC VELOCITY 59 a world in which either fire or relationships are vital survival elements, and the inevitability of winding down relationships in that context is absurd. To stay with fire for a moment, if one is serious about a life-giving fire, it is observed, evaluated, and tended accordingly throughout its life.

Good tinder is used to enhance a good start. The best wood to be found is laid on the fire, and new fuel is added throughout its life—not too early and not too late. The placement of the original and the additional logs is carefully thought through. If a spot is not burning well, judicious application of air is used to help the flame sustainably engage that particular log.

In business relationships, increasingly in supply chain business relationships, good fires are being built with the objective of not inevitably winding down. We look hard within ourselves to find the right mix and match of team components to provide the tinder for a great Stage I, Establishment. We invest in bringing genuine talent to the table, with the right styles to match up with the other side and create a fast and positive Stage II, Acceptance.

We hire deliberately with values that support and enhance trust, and plan meticulously and creatively, to make Stage III, Action, effective in time, resources, and outcomes. Throughout, we assess the health of the relationship, the strength of the fire, and add as appropriate, new wood and/or blasts of air to make the fire and the relationship both strong and longer lasting.

The objective, of course, is to not ever have to face the Stage IV Wind-Down. And constant care and feeding of the fire and the players in the relationship can be marvelously effective in delaying, deferring, or demolishing Wind-Down as a daily concern.

THE REALITY

Do relationships end? Sure. But not always, not early, not without a fight, and not inevitably. Does everybody get, and buy into, the perpetual relationship idea? Of course not. But the naysayers’ numbers are shrinking as long-standing relationships continue to stand.

Is relationship management easy once you know how? No! It is hard work, takes incredible attention to detail, and eats resources for breakfast. But it is easier—and less costly—than losing a relationship partner and working like a rented mule to find a new one. Is it a matter of charm and personality? Not really, although a sunny disposition doesn’t hurt. At the end of the day, trust is vital, competency is key, and a willingness to laugh is icing on the cupcake. Plus, a willingness to go out and put a log on the fire yourself can go a long way.

Art van Bodegraven may be reached at (614) 893-9414 or avan@columbus.rr.com. You can read his blog at http://blogs.dcvelocity.com/the_art_of_art/. Kenneth B. Ackerman, president of The Ackerman Company, can be reached at (614) 488-3165 or ken@warehousing-forum.com.

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