“I can’t hear what you are saying, because your actions are too loud.” I first heard this wisdom in business school when an extremely attractive classmate was sharing her relationship troubles with me. I was engaged at the time (and still married to that wonderful woman) and remember thinking “Why is this woman telling me this now – when I am off the market?” Nevertheless, the lesson remains with me to this day. Particularly in matters concerning all relationships, actions matter more than words!

In business, fancy words, smooth marketing campaigns and seductive promises can close the deal. But relationships of lasting value are based on demonstrated capabilities, in other words based on actions. For professionals entering into business relationships whether they are buying, selling, partnering or collaborating, longevity and success depends on what is done.

Of course, mistakes happened. Terms are unfulfilled. We all fall short. But, repeated behaviors and actions trump all the slick brochures, emotion-drenched testimonials and pleas for another chance. Stephen M.R. Covey talks extensively about the tangible value created by trusting relationships in “The Speed Of Trust”. Clearly, monetary value results from fulfilled commitments. Think about what all happens when you timely pay your bills.

In all relationships, trust comes from demonstrated behaviors. For professionals looking to expand their reach and prosper, realize that what you do matters, period. Everything that you say simply has to reflect your actions. Otherwise, you will be just another spurned partner yearning to be a valued connection.

By Glenn W Hunter
Principal, Hunter and Beyond