14 chapter
Reputation Paves the Way
Reputation is at the heart of what I do. If I communicate openly and clearly, if I hear what I am being told by those who every day take on the challenge of reaching out to provide to the vulnerable and the needy, and if I follow through, I can develop strong relationships that enable me to do my job well. Simply put, I can accomplish so much more.
—Joe Becker, manager of agency relations for
Catholic Charities of the Archdiocese of New York
REPUTATION IS VERY powerful and it is crucial to success, whether you are measured by the way people perceive you or by the results you reach. A strong reputation—built on character, communication, and trust—is the foundation for lasting success.
Your reputation is yours to forge. It is yours. It is very personal. And you can shape it. At times, that might take your every fiber and a determination to behave in keeping with the values you hold dear. Yet the fact is that your reputation is shaped by your behavior … not just your words. Everyone watches what you do.
Success demands strength of character. It also demands respect for others, who will then follow you into new areas because they believe in you.
Communicate often and more often. Capture every chance to engage others, hear what they say, listen to what will add value, and give credit where credit is due. That kind of engagement and dialog builds a common bond and ensures common understanding.
Trust is crucial. It is the foundation of your career relationships. People will listen to you and look to you … if you trust them and they trust you.
In short, the reputation that emerges is the foundation from which you build your own success.
As Joe Becker went on to say, “My reputation is everything.”
Your Reputation Precedes You
By all accounts Henry Ford was a genius, not only because he was able to make his cars more affordable by installing the first moving assembly line and using interchangeable parts, but also because he had an instinct about the importance of reputation and how to build it.
It was Ford who is reputed to have said, “You can’t build a reputation on what you are going to do.”
He knew that people would buy his car if they trusted that it was reliable, believed in it as the new age of transportation, heard that it was produced by an innovator, and knew that they could buy one. For that to happen, he knew they had to see it, drive it, and hear what others thought.
As John Chamberlain, noted journalist and author of The Enterprising Americans, wrote:
The Ford saga has been told many times and from many angles, with Henry Ford himself providing a neat, rational explanation for every major decision made by his company. [He] was a brilliantly intuitive man.1
Ford knew the power of reputation. He wanted everyone to know that his car was the first gasoline-powered car in the United States. He wanted everyone to know that they could buy his Model T relatively inexpensively and that it would be reliable. He wanted everyone to know that it was his automobile that would make it possible for Americans to travel across the country, connecting families and communities.
He knew exactly what he was doing and he knew that the reputation of the Model T—or any future Ford automobile—depended on demonstrating its value. Over time, reputation would build, the Ford brand would climb, and even more sales would follow.
He knew that it would be naive to believe that promises would build a strong reputation for quality. Only proof would suffice.
His reputation and success are the stuff of history books and business lessons. In just less than twenty years, he would sell roughly 15 million Model T cars, each exactly the same as the other.
The Power of It All
A strong reputation is not the only factor driving your success, but it certainly is one of the most important. In fact, it works in many ways to help you build a successful career.
If we look at some of the opportunities that a strong reputation creates, there are many. Among them, a good reputation:
Opens doors.
Gives you a head start.
Builds relationships.
Encourages dialog and engagement.
Fosters support.
Gives you the benefit of the doubt.
Permits quicker recovery when something goes wrong.
Gives you a second chance.
Builds word of mouth.
Encourages trust.
Entices customers to take a first look … then a second, and a third.
Makes the phone ring from potential clients.
Narrows and even removes the competition.
Ensures a warm welcome.
Creates a network.
Makes praise all that much more genuine.
Makes criticism more palatable.
Brings promotions faster.
Helps foster a supportive culture.
Permits an openness and candor.
Supports teamwork.
Creates partnerships.
Ensures that the phone is answered.
Makes the new job search easier.
Fosters acceptance of your ideas.
Encourages others to do the right thing.
Underscores respect.
Builds a climate of integrity.
Supports values.
Sets a high standard of behavior.
Communicates character.
Speaks of drive and determination.
Describes your personal “brand.”
Arrives before you do.
Paves the way.
Creates positive reactions.
Sets a barrier to improper behavior.
Supports doing the right thing.
Brings smiles.
And drives success.
The Power of Reputation Is Yours
Strength of character comes from within. You can’t fake it. You must, though, work to ensure that those around you know and understand the beliefs, values, and convictions that underlie what you hold dear and how you behave. After all, they will judge you not only by what you say but, more important, by what you do. Behavior is paramount. How you behave demonstrates your character.
You must communicate by words and actions those very beliefs and convictions that form your character. That communication is a dialog—a conversation—in which you listen and talk. It is built out of a respect for others. And it forms the basis for understanding and mutual respect.
Trust is at the heart of reputation. Trust in others is giving them the opportunity to do what is right. Trust that others have in you is what gives you the opportunity to lead and be successful.
In short, always remember—
Building a strong reputation is one of your most important jobs. Do it well. Time and time again.
NOTE
1. John R. Chamberlain, The Enterprising Americans—A Business History of the United States (New York: Harper, 1963), p. 205.