Ask any technologist what comes first in building quality systems and the answer will be technical skills, process and (maybe) business relationship. After interviewing several CIOs and Business Applications Executives, they will tell you the same thing. They were successful because they used the latest technical skills while following a process to deliver the system.
Delving deeper into the specifics of these successful projects, I uncovered a similar pattern. Yes, the individual’s technical skills and the process they followed were important. However, some of the projects didn’t follow a defined process but were still successful. Some of the projects didn’t use the latest and greatest technology and were still successful. What these projects had in common with those that did was the relationship the technologists had with the business (user) community.Asking the head of the business area why they considered specific technology projects successful, their answers varied. Many projects satisfied their needs…many did not. The ones they believe were the most successful were when they could mention a specific person (manager, technologist, analyst, PC Support, or quality control) that made it that much more responsible for the success. They didn’t mention the technology. They didn’t mention the process they followed. All of them mentioned that it was more than just having their needs met…that it was the relationship they had with the technologist that made the project a true success.
Think about this in terms of YOU. Why do you have the job you have? Who really puts the food on your table? It’s the company’s clients and customers. The business person (marketing, sales, executive management) may be your interface but you have a job because they need you to give them what they want. They are the reason why you are fed regularly.
If business had its way, it would pick a team of technologists that had the best relationship with them. They know the project may be late, over budget, and some of their requirements may not even be met. Again and again, they would select the individual they find easiest to work with, the one who listens and understands them. What type of relationship do you have with the non-technical community? Meeting the business needs is only satisfaction. Having them request you over and over again… that’s loyalty.
Think about this in terms of YOU. Having a loyal relationship with the business community gives you first priority to work on the top projects. It gives you priority to learn the skills you need. It builds systems that they will remember you by. It provides a future reference. Surprisingly, it may even provide a lifelong relationship.
Your technical skills and process are important. It just shouldn’t be the first two in the list of what skills you need. Building great systems that meet or exceed business expectations requires relationship building. Relationship building provides more avenues for technologists to play with the latest and greatest technologies and less likely you will get laid-off. Yet, this is the one area that is often ignored, avoided, and least trained.
Think about this in terms of YOU. How may classes have you attended on building business relationships? How many articles or books have you read on the topic? The answer to both questions is either none or not enough. Now, how many classes have you attended on technology or process? Do you see your gap? Shouldn’t you change your focus a bit?
Now for some tough questions. Answer them on a scale of 1 to 5 (five being a loyal relationship):
* How quickly does business return your call or email?
* How often are you requested to work on the next juicy project for them?
* How long does the key business person stay involved with the project?
* Are you caught off guard with “scope creep”?
* Does the business community dread a meeting with you?
I dare you to actually ask 5 business people the following 4 questions (of course, that is if they even take your call):
* Why was the project I was on successful?
* Did you enjoy working with me on the project?
* Would you select me to work on your next project?
* How involved will you be in the project?
Your technological skill set and the process you follow is not what is keeping you fed. It’s how you exceed meeting the needs of the business. Exceeding goes beyond satisfaction, it creates a loyal partnership. CIOs and business systems manager will always select a person the business requests. Said in a technical way, technology skills and process are commodity items. Relationship building is what separates you from the pack. Building the relationship starts with YOU!
There are “rules of engagement” which illustrates sincerity and respect. Once understood and put in practice, the sincerity and respect will go both ways. It only works if you believe that the Relationship is important in the long run. It only works if you believe that relationships are more important than your technical skills and process. No matter what technical position you hold, business relationship building skills must be your top priority (Rule of Engagement #1).
Beware! Relationship building does not happen overnight. It will take up to a year to form a permanent bridge. The rewards are endless. These skills will help you build better systems and build a better relationship with business personnel (as well as other technologists, family and friends) for a lifetime. It will become part of your brand and lead you towards continual success.
Over the next week, identify specific business individuals you want to have a better relationship with by year end.