Communication is one of the most decisive factors in the success of alliances and partnerships. In truth, it may well be the decisive factor in any collaboration, whether with colleagues, partners, friends, or even in politics. Whatever the relationship, communication sits at the foundation.
The challenge is that we too easily take it for granted. We send a message and assume we’ve communicated. But sending is not the same as being understood. Without validation, we are merely broadcasting. As George Bernard Shaw observed: “The single biggest problem in communication is the illusion that it has taken place.”
So why is this especially critical in alliances? Because relationships grow on clarity and trust. Listening carefully helps us truly understand our partners. Communicating clearly, then checking for shared understanding, enables us to strengthen the bond and build the trust that alliances depend on.
I was reminded of this when one of my daughters, when she was a teenager, lived on instant messaging. The moment her friends didn’t respond, she wondered why. I couldn’t resist teasing her about the wonderful invention of the telephone: a tool for real, two-way, instant communication. You hear the other person, you sense their response, and you can clarify immediately if something isn’t clear.
Yet, don’t we all fall into the same trap? It happens most often with email. It feels efficient to type and send when it suits us, and even more efficient to CC a group of people. But how often do we pause to check whether our message was really received as intended? Did it actually strengthen the relationship, or was it just a broadcast?
Don’t assume. Validate. Be clear, quick, and open in your communication. Strong communication builds trust, poor communication erodes it. Strong communication creates transparency, poor communication sows doubt.
Alliances may be initiated for results, but in the end they succeed or fail on the quality of the relationships. Relationships only flourish when communication is real, not an illusion.
[…] The second essential C is the C of Communication. In essence without communication there will be no collaboration. But communication goes further, […]
Reading this article on Odesk this morning made me realize is that there is of course another dimension to communication: language! Even when we all speak English there will be a different understanding depending on your (language) background. So another element to keep in mind when communicating!
[…] Alliance mistake #3: Communication […]
Communication is important in all aspects of life but additionally challenging in an alliance because many individuals are involved, each with an own style and interest.
When I was a key account manager I found it useful to map out the communications that should be happening and score the effectiveness. It helped me decide where to pay more attention.
As you point out Peter, there are plenty to tools to help us communicate but a few minutes spent in reflection can be more valuable that banging off another email.
Chris (www.chrisjohnson.nl)
Mapping the communications is a good point Chris, in the workshops I notice however that many people are not aware of that simple, yet powerful, technique!
Peter! Very true what you write! Recognisable in many situations and also key issue number one in many organisations, although it is not always recognised.
Toughest thing in transformation programs in to bring across how people can and should communicate as communication is a subject matter that has many facets.
Thanks Michiel, communication is certainly an issue beyond just alliances and in fact an alliance is a kind of a transformation too!