The Principle of E.T.C.H.

I like to think I only do business with my friends. You know what I mean? What makes a friendship work is what I call the "ETCH" Principle: E (for Equality) T (for Trust) C (for Communication) and H(for Honesty).

With friends, this formula is a mutually shared premise. If we respect our friends' aspirations and enjoy seeing them succeed and prosper alongside us, we live and work in concert with one another so we may all thrive. (That's the "E" for equality). Calling on a friend for help and knowing they can be counted on to come through for us in a pinch establishes confidence and faith (there's the "T" for trust). Standing by our own principles, yet still honoring the validity of our friends' principles authenticates integrity and establishes the cornerstone of friendship (therein the "H" for honesty).

So, what about the "C"? The all important C?

COMMUNICATION forms the base of the equation. Good communication establishes expectations, parameters and compensations. It allows a certain freedom that comes from knowing the "rules" that apply to a given situation. Everyone "operates from the same page" (as the saying goes these days). It is miscommunication which is at the bottom of most misunderstandings between friends.

The formula of ETCH is really a universal that applies throughout our lives. We try to maintain that same level of equality, trust, communication and honesty in our professional relationships. But, as we all know, this model situation doesn't always exist. It's happened to all of us at one time or another: we get taken by a client; our client gets taken by her/his client...sometimes to the cleaners...sometimes to lunch first. We put ourselves on the line professionally, operating from a basis of honest communication, trusting we will be treated fairly and compensated equitably. Sometimes, though, it just doesn't happen.

We've probably all experienced the frustration of being accidentally misunderstood by a client, though sometimes it's done deliberately. (So long, Honesty)! Perhaps it was that bid we quoted verbally but neglected to confirm in writing. Or services that were assumed to be offered only because we failed to address the issue during initial discussions with the client. Maybe we forgot to confirm payment terms, and so, we undertake a project believing that everyone is "on the same page." Suddenly, when it comes time to bill the client for that now-completed (is it?) project, there is opposition, anger and distrust. Someone will win; someone will lose.

There goes "Equality." Good-bye, "Trust."

It's a risk we take every day...willingly and knowingly...if we are exactly where we want to be, doing what we love to do. But we all want to share in beneficent equity. We want, finally, what is in the best interest of everyone. We all swim in the same pool,and what affects one, affects all. Sometimes we are the buyer, sometimes the seller. So, how can we assure that things come out "win-win" instead of "win-lose" for ourselves and our friends?

COMMUNICATION. The printed word is more powerful than the spoken word. Document professional expectations on paper. Specify what services are to be provided, how much they will cost, how long it will take and what kind of payment terms are expected. Because some service offerings can often be subjective, misunderstandings can occur easily. Providing a contract or some written statement of intent for your client in advance will communicate mutual understandings and goals. Let's use the "C" to bring back the "ETH" to the Principle of ETCH in our relationships.

Let's all win, friends.