by Lawrence M. Kohn and Robert N. Kohn

We've coached hundreds of professionals and executives across the country and have come to the conclusion that the single most important business skill is a commitment to commitment. This means a clear, deeply rooted philosophy that promises are made to be kept. It is a lifestyle that becomes your reputation, and it will dramatically enhance productivity in your practice in at least two fundamental ways:

1. It creates trust. When people trust you to fulfill your commitments, they will go to extremes to maintain the alliance. Your clients will remain loyal. Your vendors will try to give you the best deal. Your co-workers will put in extra hours, and your prospects will see you as the preferred provider.
2. It ignites your passion. Over the years we have worked with hundreds of clients who have felt frustrated with their inability to motivate themselves or their partners to bring in new clients. Creating a reasonable plan is always the first step. However, the next step is to confirm their commitment to execute the plan. Everyone should verbalize his or her commitment to others in the firm. It's a good idea to shake hands to formalize the promise. Once the commitment is verbalized, the passion kicks in. When you're passionate, you're productive.

There are two elements to communicating your commitment to commitment. The first is communicating that you live up to your commitments. Most often, this is accomplished in small ways: returning calls, meeting deadlines, arriving promptly. Failure to live up to your promises -- even the small ones -- invites reciprocity.

The second part is letting people know that you expect them to live up to their commitments. This requires that you discuss your understanding of the meaning of commitment. Your ability to talk comfortably and directly about the value of commitment will reveal its significance and build the foundation for a productive relationship.

For more tips, check out our article "Four Communication Rules to Maximize Productivity."

Labels: communication, management, productivity