The client has needs to be met. When the heat rises, a certain amount of tension is generated by a particular problem. This puts strain on the relationship.
The manager feels the pressure from the client (priority) as well as his director, while having to manage his team effectively. This results in the tendency to contract, a feeling of limit sets in and a reduction in the space in which to operate.
The key lies in the managers relationship to the contraction. Does he try to control the tension by resisting the uncomfortable feeling? If he does, the contraction will drive his behavior and communication.
Now what lies at the heart of the business relationship: the idea that there’s something wrong that he needs to get rid of for everything to be okay.
Speaking to the client, any tiny trigger of dissatisfaction on their part, results in further misunderstanding and frustration.
This leaves the client feeling like they’re in business with people who don’t understand their needs.
What if there’s a different way to approach this situation?
A way that...
- Doesn’t resist the tension or try to control the uncomfortable feeling
- Is relaxed and focused
- Listens to what the client feels and needs
- Understands the desires and vision of the client
- Involves connection, trust and cooperation between client & manager
- Grows business relationships through care, concern and compassion
Welcome to the expansive mindset. How does it feel? More importantly, will it give you the space to develop your purpose, as well as the meaningful business relationships you desire?
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