When you start a business, you spend a lot of time alone with your thoughts. Even if you’re not a solo operation, there may be very few people that you confide in or talk openly to. You probably have your inner circle. It may start with a circle of one—you—or maybe your small team. To get your business moving, you develop relationships with a select few people who are helping you get ahead. This might be a vendor such as a design firm or manufacturing company who helps you create your product or service. It might be a broker that helps you raise money. So you start to think that your vendors and investors have your best interests at heart. It’s good to be able to work with and confide in people that want to see our business be successful. Not always.
“Entrepreneurs have this pent-up need to talk about the dreams and issues of the company—and where all the bodies are buried. ”
Trust Must Be Earned
You do not earn someone’s trust because you do business with them. Someone does not earn your trust because they do business with you. You have to earn the trust of others and they have to earn your trust. This applies to everyone—investors, customers, employees, consultants, and vendors:
I had a CEO colleague who was manufacturing a product and near the production of the final version, the manufacturer demanded additional dollars to finish the product. The manufacturer felt that additional monies were owed to them and would not deliver the product until they received the money. This put the business in a difficult position so the CEO immediately started sourcing another vendor. She was lucky enough to find one.
Even though the CEO and the president of the new vendor had never met, the CEO shared with the new vendor the details of the current situation, including the fact that the previous vendor had put them in a tough spot. The new vendor told the CEO he understood, and a week later provided a price quote that was in line with the CEO’s expectations. The CEO communicated, “If we don’t deliver our product for the launch next month, we are screwed.” The CEO told the vendor that they would go with them.
Two weeks later, the new vendor’s quote grew by almost 70 percent. The CEO was shocked to see a revised quote that the vendor said “was because the devil was in the details and they were not aware of some of the complexities.”
Especially with Investors
This is particularly important when it comes to investors. Trust doesn’t exist because someone invests in your company. You have to earn the trust of your investor. Your investor has to earn your trust. Many investors, especially the most successful ones, view investing with a talented entrepreneur as a win-win. If they enable the business, both the investor and the entrepreneur can win. Some investors, however, view it as a zero-sum game. A dollar that you get is a dollar they don’t get. These investors will use their influence to make sure that more of those dollars go to them. The priority should be that when the business thrives, investors and the entrepreneur win. Let’s not be naïve. For many investors, the priority is the best interest of the investor followed by what’s in the best interest of the business, and then finally, the entrepreneur. Often entrepreneurs treat investors like confidants and share many details that they should keep to themselves—including that their investment proposal is the only game in town.
What Should Make You Trust
I know you are seeking people to confide in. I know you want to be able to share information with the vendors, advisors, consultants and investors that help you grow your business. I know you want to believe that everyone you interact with will share your vision, have your best interests at heart and make the sacrifices it takes to make it happen. Don’t let these natural desires cloud your perspective. Regardless of your wants, trust must be earned. Do not trust someone because they write you a check or sign a contract. By the same token, no one should come to the table trusting you. Your perspective must allow you to come to the table with an open mind, but make sure before you confide in someone that they have earned the right. Make sure that people demonstrate the behavior and attitude that warrants your trust.
- Have they demonstrated it over a period of time?
- Have they made concessions to help you advance your business?
- Have they gone out of their way to advance your business?
- Have they had your back in a sticky situation?
Try to be objective and start from the basic premise that they must earn your trust before you start telling them about the petty crimes you committed in college.