This is one of my favorite stories regarding the value of relationships. I’ve changed some names to protect confidentiality, but the story is true. It illustrates why focusing on the relationship first opens doors of opportunity in the future. So without further adieu, here’s the story of the $28,000 chickens.
Larry’s new building is beautiful, and Larry was very proud to show it off. Larry is in the steel industry, and the new space was Larry’s way of upgrading the look and feel of the business. Part of the new look and feel was some rather spectacular landscaping, which came at a price of $28,000.
As we’re standing outside the building Larry pointed out a truck that just drove by. It came from the landscaping business that was Larry’s neighbor just to the West. “They wanted to do all of the landscaping for the building but I wouldn’t give them the business” Larry said. When I asked why he responded – “chickens”.
Larry explained.
During construction one minor nuisance were the chickens from the landscaper’s property. The landscaper kept chickens and let them roam freely. Since chickens don’t understand property lines they naturally roamed onto Larry’s very active construction site.
Larry asked his new neighbor to fence in his chickens or in some way stop them from getting into the middle of the construction. The response was no despite repeated requests. It finally took a visit from the town animal control officer to get Larry’s neighbor to comply.
So, for the sake of some free roaming chickens a $28,000 deal was lost.
The lesson here is not complicated. Larry’s neighbor discounted Larry and Larry got his revenge. It’s a natural dynamic that plays out in relationships every day.
If Larry’s new neighbor placed value on relationships he might of worked with Larry to keep the chickens off of Larry’s property. No discounting, no revenge.
In this alternative scenario the relationship mattered, and it mattered for its own sake. There was no immediate gain for the neighbor. The only thing Larry and his neighbor would gain from working out the chicken problem was a new relationship built on initial collaboration. They had an opportunity to get to know each other.
Build relationships for the sake of the relationships. Some may have immediate benefits. Other relationships may afford some benefits down the road. Still others may never afford a direct benefit to you. It doesn’t matter. The ability to foretell the future is still beyond our capacity.
You never know when or if a relationship can help. What you do know is if you do not build the relationship today, the opportunity to help will never happen. Relationships are not deals. Relationships are at the core of what we do. Everything else springs from them.
A really well written and great story to share. The "neighbor" had a very obvious choice yet missed the opportunity.
Hi Matthew - you never cease to surprise me. The persecution of the Ukranian people by this empty tyrant Putin is a crime against humanity. I fully agree with your sentiments, and pray for the victory of the Ukranian people, and the ultimate defeat of Putin, not just in Ukraine, but in Russia as well. Stay well, and I look forward to our next conversation. Best, Ken