Partnership Matters
Being in commercial roofing for two decades, I’ve had the luxury of working with a variety of businesses. I’ve had days when I’ve been on the roof of a commercial bakery in the morning, a distribution center at lunch, and a resort in the afternoon. It’s a blast.
I’ve also met some great people. Many of my clients have become friends and mentors. They have taught me invaluable lessons in organization, leadership, and the value of partnerships.
To this day, it still amazes me that clients with similar businesses, similar portfolios, and similar responsibilities have different needs. Some are methodical: they plan ahead and have a good understanding of their portfolio. Others are a bit more reactionary: they are short on time, resources, and know-how.
In either scenario, successful roofing and roof maintenance hinges on teamwork and partnership.
Early in my career I was assisting on a large project for a “methodical” client. He helped me better understand his decision-making process and how he scored his vendors. Beyond scope of work and price, he heavily weighted relationships, character, and guarantees. This helped him determine true value and make sound decisions that created greater opportunities for success.
Why is partnership important?
There are vendors who can do the job, but partners help collaborate on what the job is, why the work is needed, and the benefits or shortfalls moving forward.
Former CLO of General Mills, Kevin D. Wilde explains it this way:
“A supplier or vendor relationship is primarily transactional—you reach out to each other as needed. A partnership, however, is more value added and moves you toward being part of strategizing and deliberating before, during, and after the transaction is needed. You build a relationship, a knowledge of each other’s working styles, and a natural cadence of communication that’s not based entirely on scheduled meeting times.
It takes both sides to evolve into a partnership. But partnerships develop over time on a foundation of trust. Partners can share updates and concerns openly in a safe environment. They can ask for the why behind the work. When invited to the table for strategic planning, a partner will contribute, instead of sell. Partners work through challenges together. Both sides go above and beyond and are committed to each other’s success. All these things build trust, authenticity, and credibility.”
Much more on that here, in Keith Keating’s article on Bridging the Gap Between Vendor and Partner Relationships.
What do your partnerships look like?
Do they add to the business or are they just a means to an end?
10 Traits of a True Partner
At Let’s Roof, we cannot run our business without our vendor partners. Without them we cannot provide a complete service to our customers. We identify our partners by the following 10 traits.
- Unbiased feedback through free flow communication.
- Creativity within complex challenges.
- Better solutions through open problem identification.
- Frontline industry trends.
- Insight into best practices.
- Collaboration on planning, budgeting, and efficiencies.
- More consistent service.
- Lower long-term costs.
- Operational efficiencies through opportunities to delegate.
- Stronger relationships.
Of course, clients who partner with me can expect the same qualities. I still reference the vendor scorecard my client shared with me so many years ago. Not only do I check myself against it, but it reminds me that good partnerships go beyond service. They serve to add mutual value.
Are your partners helping you achieve success? Are you allowing them to?
I invite you to experience true partnership with Let’s Roof. My team and I are eager to work alongside you. Ready? Let’s Roof…
