A matter of trust
We named one of the services we offer ‘Representation – your boots on the ground’, and state that we will maintain and grow key relationships and build suitable new opportunities. In return, clients can expect a platform for future and continued successful business.
We recently received a request to explore if StoneFort Marine Consultancy would be available and suitable to represent a non-UK business for their European customer base. As always, we try to put ourselves in the shoes of the client, and think about what they would most likely want to explore in greater detail. A week later there ensued a healthy discussion. Understandably, the client wanted to discuss more than just our competency; they were keen to explore the broader subject of trust. After all, what could be more important if you are to risk someone else with managing your own reputation? Where doubts exist, risk is not taken.
So, what is trust? For sure, it is a mixture of complexity and characteristics, but it certainly includes making a judgement call about the other party’s trustworthiness. This means assessment of particular features such as their credibility, ability, motives, integrity and predictability. Green lights on all will improve confidence. Judging can be supported by evidencing qualification, testimonials and experience. Notwithstanding the benefits of diversity, there is no doubt that establishing trust quickly is easier when two groups have plenty in common. Without trust, personalities cannot gel and there will be no productive relationship. Simply put, trust is essential for making any sort of progress.
One immediate question that arises now more than ever is the necessity for face-to-face business interactions. Such have been advances in technology and ease of communication – is there still a need for local boots on the ground? We don’t see it as simple as this. We see greater benefit in a hybrid approach that uses both trusted local partners - who can more easily look in to the eyes of customers - as well as leveraging the benefits that technology allows. Seeing other people in the flesh is a different, and often better way to make sure that news and views flow freely - not to mention the ability to sense non-verbal signals. Face-to-face deals still account for a larger share of economic activity and strategic decision making (COP26 later this year isn’t planned to be a Zoom event). The attraction of using local representatives in closer proximity to customers is they also understand the thresholds for irony and humour. Managing relationships effectively is tough and time consuming even when geographical challenges don’t exist. They are many more times difficult to manage effectively from afar. Having trusted boots on the ground will remain key to enduring success, spotting opportunities and generating new ideas. Together, trust and integrity are the single most important attributes for creating value through representation.