By: Kavita Verma, Consultant
Chemistry is the mutual connection between two companies or two people. We often think of chemistry as it relates to the dating world. The combination of chemistry and compatibility—a mix of friendship, affection, trust and passion—is the ideal that most people are seeking. Obviously, it is also the most challenging to achieve and sustain over the long term. If you find it, you have hit the jackpot and found your soulmate. In the business world, it could mean finding that partner you grow with and having your 8(a) acquired by one of the larger companies, or it can mean winning the five year FBI contract and larger IDIQs. Let’s take a look at how this chemistry makes a difference in the business world.
Do you ever go to an event and meet someone that instantly resonates with you, or meet another CEO who seems to understand you? You can have chemistry with business partners, friends, family, and even very quickly with certain new people you meet. Some people are easy to connect with, therefore easy to have chemistry with. It is not something you can pinpoint or specifically identify, it is ever so elusive, something unique you have or don’t have. Some insights into the role of chemistry I have observed over the years:
–Being a team player –this is important when you are meeting other 8(a) government contractors or small businesses to identify how you can work together and see if there is a “fit.” It may not be something you can control, so be yourself, be genuine, and be authentic. In the long run, this would make for the best match in finding any business partner.
–Chemistry has no boundaries – you may be from different backgrounds, run different type of IT consulting services or play in different space. I am always asked how I know so many people from different types of companies and industries despite our disparate ages, cultural backgrounds, and lifestyles and how someone can become so well connected. I don’t have a simple answer for this other than saying be yourself and do not have an agenda when first meeting people. If there is chemistry, you will find ways to collaborate. If you are authentic and try to understand someone else, their needs and see how you can help them, that goes a long way towards creating a relationship based on trust, communication, and facilitating chemistry.
–Chemistry does not equal trust – While you may find an instant connection with someone, trust is something that still has to be earned. The extent to which the CEO is respected by his or her peers, overall reputation in the industry, and management track record would be invaluable when considering compatibility.
–Cherish the magic – You walk into a room, find that CEO of an 8(a) that won a large contract and you instantly connect. The conversation just flows, good eye contact and even some humor mixed in. You spend the whole time talking to this CEO at the event and have amazing rapport and can’t wait to play golf, talk about upcoming RFID proposals and learning more about one another. The perfect date. When that happens, cherish it. You might end up starting a company together, may go on to create bigger and better companies together with such ease of connection. Compatibility, long term vision, trust and similar values are important considerations to consider in any partnership. Finding a partner that complements your background and strengths and fills in where you have weaknesses is essential. Taken together, all these core components make for a solid team and foster long term compatibility.
–You won’t always find the magic – If you look for chemistry in every person or deal you do or try to create it, you will be disappointed. Having chemistry is rare. You know instantly if it is there. While it is nice to have, it is not necessary to close the deal or the ultimate deciding factor for the long term success of any business. If it is not there, don’t try to force it. Focus on the other positive aspects of the connection and partnership or move on. Agility, track record, and adaptability are all just as important. In a perfect world, it would be dreamy to find that business soulmate.
When you have these types of connections, you have aligned people with connected missions. The passion for the business, the customers, and the vision of creating businesses that add value is instrumental for any 8(a) looking to thrive and continue to be awarded contracts. I reached out to some local business leaders in the community to ask them their thoughts on this topic. Here is what they had to say:
“Chemistry is all about alignment. Relationships are aligned when there are a common set of shared values and expectations..” according to Andrew J. Sherman, a partner in the Washington, DC office of Jones Day and author of several books including his latest, Essays on Governance. But Sherman also warns “chemistry does not however require alignment on all issues or at all times. In fact, the strongest relationships are those where communication and compromise tools are used effectively when this is a difference of opinion. That is the true test of chemistry.”
Mary Ann Scully, CEO of Howard Bank, stated very much to the point “if you have intellectual curiosity and an open mind, you will be the catalyst in the chemical reactions of relationships.”
John Shetrone, CEO of Vision Technologies, highlighted the importance of being authentic. As one of the largest success stories in the Baltimore area, he stated that they are “the Company behind the Company, we do what partners don’t. That’s our value proposition to our partners.”
Mehul Sanghani, CEO of Octo Consulting which won 2012 GovCon of the year, spoke to chemistry as “one of the more underrated and overlooked dynamics driving the success or failure of any relationship. That’s because it’s not something’s that’s palpable or measurable. The business relationships that I have had that have not been successful have been the ones that lacked a common point of view and lacked a foundation of trust. If there is a fundamental lack of trust in how the business arrangement will get carried out — then that relationship is clearly doomed for failure. The most productive business relationships I’ve had have been the ones where my business partner and I share a common or very tightly aligned point of view, and we both had a lot of built of trust that the business arrangement would be carried out as agreed.”
Larry Letow, CEO of Convergence Technology Consulting, who is known to be a master connector, said “it is only when the chemistry is aligned for a period of time that a true business partnership has a chance for success.”
At RS&F, the two original partners, Howard Rosen and Lou Sapperstein, have worked with each other for over 40 years that spans three firms. “Lou and I, as well as our other partners, don’t agree on all decisions but do share chemistry similar to that of relatives,” said Howard J. Rosen, RS&F’s managing partner. “We have enough business matters with which to deal on a daily basis, so it’s extremely helpful to the execution of our strategy and mission that our partner group shares a mutual trust and respect for one another. I don’t need to look over my shoulder; rather I can focus on our clients and employees.”
After reaching out to a lot of the CEOs in the community about what makes them connect with others and reflecting on my own experiences, I don’t think chemistry can be explained by science or is measurable by an excel spreadsheet. I do know that when I first meet someone, I am excited to learn about their life, their background, what motivates them and how I can help them get to the next part of their journey. That has been the foundation of my ability to connect with people.
Check out Verma’s previous guest column for WashingtonExec here.
