During the search for my current position, I found myself in a period of transition in which I could not offer a number of folks in my network any “revenue”-related benefits that might help them meet their quarterly quotas or generate them any personal commissions for their services.  However, my network has never been built on that premise, but it was an interesting situation to see how certain people in my network acted during my transition.  There’s no shortage or books on the topic, but it became the classic example of those that based relationships on the transaction versus those that developed long-term relationships without any promise of a pending transaction.

     Let me be clear, I know that there are a high number of professions that maintain their existence through short-term transactions and the associated commissions.  I acknowledge it and respect it since I know I don’t have it in my DNA to keep churning the leads and calls.  However, there should be a mutual respect in that when an individual finds themselves in transition, those “short-term agents” maintain the relationship knowing that when placement again happens that they will benefit.  As a result of my search, many of my prior allegiances have been reprioritized.  For those who I had always been loyal to while I was “in office”, they were nowhere to be found during my transition.  In a few troubling instances, I could barely get a return call or email.

     On the positive side, I met so many new contacts who took a sincere interest in assisting me in my search without any promise of a commission or placement fee during my search.  There were also many who would in no way benefit from my search but might possible benefit down the line after my placement.  With the support that was exhibited from these folks it was refreshing view from those who disappeared with the disappearance of a short-term revenue stream.  Once I was placed and I sent out my email letting everyone know that I had made a choice, it was almost amusing the number of calls & emails I received to “arrange a meeting/call to discuss the next steps”.  You mean….”how quickly can I get into your commission stream?”.

     Fortunately, I have always looked to develop long-term business relationships and have found that those are the ones that have always benefited me in the progression of my career.  Those relationships never started on the basis of a transaction but on the basis of the quality of the individual and whether they were a complement to my existing network.  These are the individuals that I enjoy supporting, endorsing, and sharing with other colleagues.

What types of business relationships are you developing?