The Value of Candor in Business
By Alex Greenwood
A friend of mine is a successful Realtor–but more than that she’s a fantastic person. She recently told me that a prospective client was interested in hiring her to help sell his home. It was a lovely old house with elegant landscaping and a cool interlocking driveway, but it was in an area outside her geographic expertise.
Certainly, she could sell the house there and would do her usual great job–but she was very clear that she didn’t know the area as well as other Realtors who work that area. She didn’t want the prospect to feel that she was taking advantage of them for her own short-term gain.
Get this: the prospective client was impressed with her candor and is still considering hiring her. The power of candor is not to be underestimated.
A Culture of Candor
Establishing a culture of candor in the workplace is important to build trust and more.
“To develop a Culture of Candor where people love their work and working together, begin with yourself and fellow leaders, in order to inform and inspire others. Share your perspectives and offer impromptu guidance in the moment. This helps to create an environment where people feel comfortable reaching out in the best interest of the company and the team, whether it’s funneling up a safety issue or simply recognizing how leadership can communicate better,” reports a posting on the website Marlin.
I agree and take my friend’s example to heart. In fact, I’ve actually have done the same thing.
Sometimes a prospective client will contact me, and appear to be fully prepared to hire me–and I will often have to be candid and explain that while I can do what they need, I may not be their best option. I then offer to refer them to a colleague who can do the job more quickly, efficiently, and cost-effectively. However, I will sometimes take the job if everyone is clear about what I think I can do–expectations must be realistic and understood.
Setting expectations is another part of operating with candor.
It is very easy, especially when business is slow, to accept all offers and perhaps even to exaggerate your abilities. This “fake it until you make” philosophy can work, but it is stressful and may backfire. Your reputation can be damaged if you are known to get in over your head. That’s why I avoid putting myself in those situations.
True, I may be missing out on some paydays. But in the long run I believe that by telling the truth and being invested in helping the prospective client succeed, they’ll remember me when they need something I can do best (or they will refer me to someone else who needs my services).
Besides, what if my Realtor friend or I did take jobs that we aren’t best-suited to do and ended up disappointing the client? Dissatisfied customers can be pretty vocal about it.
Maybe it’s karma, maybe it’s just doing what your Mom always told you to do. Telling the truth–upfront–is the best policy.
