Three Essential Qualities
The distinctive value created by people in a business relationship.
Your ability to advance business relationships by creating relational capital with your clients is the most impactful way for you to distinguish yourself in your client interactions. In my book, Business Relationships That Last, I discuss the principle of worthy intent as the foundational, or “going in,” approach to every business relationship.
In the next series of blog posts, I will explore the three essential qualities that are at work as you create relational capital in every one of your business relationships.
Your credibility, integrity, and authenticity constitute the essential foundation upon which you build relational capital in the business world. These qualities impact how you are perceived and valued, and their convergence results in the relational attributes that attach to you in every business relationship.
Credibility, integrity, and authenticity are present in every business relationship to some degree because each of us possesses. these qualities. In outstanding business relationships, however, these qualities form the very basis of the relationship, leading to many competitive advantages and rewards for client-facing professionals.
And while each quality is important in its own right, understanding how the three converge is the key to creating relational capital with each business contact.
Many businesspeople perceive these qualities to be very similar; in fact, my clients routinely substitute one for the other during our discussions.
Looking closer, however, we can see that there are important fine distinctions among the definitions of each term, as well as a distinct order in how each one manifests itself in a business relationship.