The Likability Factor

How critical is the “likability” factor in selecting a supplier business partner?  I believe that this factor, although infrequently on a list of key decision parameters is one of the most crucial in making an Association-Supplier relationship work.  Analysis and logic guide most people in decision-making. But what happens when these tools do not provide the answer? Trusting the “gut factor” may be the critical element.  Have you had experiences when you didn’t trust your gut and just went with the “due diligence” and data analysis to guide your decision making?  Did the relationships work out to the mutual benefit of the business partners?

Comments

[Lisa Junker]

I'd say the likeability factor becomes far more important after you've begun a relationship with a business partner. Every business initiative will have problems and crises, and if you just don't get along with your business partner and your contacts there, the crisis is going to be significantly harder to weather. But a good relationship with a business partner you like and communicate well with can prosper, even when problems arise.

(Of course, if there are enough problems, even the best partner/client relationship will break down. But a good relationship can get you through less pervasive problems.)

[David M. Patt, CAE]

Don't pick a supplier just because of "likability."

Pick someone who can deliver a quality product, at a reasonable price, supported by excellent service.

This is a business deal, not a social deal. If the supplier delivers a good business deal, the "likability" factor may increase.

[Lisa Junker]

I wouldn't recommend picking a supplier only because of likeability--David, my apologies if I gave that impression in my comment. But I do think that there are social aspects to all business deals. If your association's culture and communication style are completely incompatible with a business partner--to the point where you just don't enjoy communicating with them (or, in other words, don't like them) it's going to create challenges down the line. In times of crisis, I really believe some level of compatibility is important to help everyone through the crisis with a minimum of stress and communication problems. I've seen it happen myself.