By Helen Steel, Managing Director at Streamlion Consulting
Trust makes up the core building blocks of every relationship, however this doesn’t stop many of us telling the odd white lie. A study by Raja Group found that 69% of workers have lied in the workplace, with 47% saying they tell up to five lies every working day. Taking data from the Office of National Statistics, this is an estimated 22 million UK workers who are deceiving colleagues and clients. But why do people lie? The answer can vary, but lying to avoid punishment is believed to be the main reason why the odd lie pops out. Further reasons could be to protect yourself or others, or to impress those around you. Helen Steel from Streamlion Consulting, a Berkshire-based firm specialising in SME funding and growth strategies, knows just how important it is to be truthful in business. Helen discusses how telling the truth can benefit an organisation and why you shouldn’t fall into the habit of telling white lies.
When I was first starting out on my career journey, studying an MSc in Microbial Genetics at the University of the Witwatersrand in South Africa, my professor gave me a piece of advice that has always stuck with me. He said: “Always tell someone the truth, because they can work with the truth and they can make changes as necessary. If you tell them a lie, they have nothing to work with. They may be upset with you originally for telling the truth, but by telling the truth you have shown them respect.”
My professor’s comment resonated with me at a time when I was finding my footing in a part time job at a newspaper delivery company. Having been taken on as a Sunday girl, I got to learn the business and went on to increase my hours. When the opportunity to purchase the company arose, I jumped at the chance. It was evident that the company had been run poorly and I was faced with dozens of angry customers who were demanding answers. My honest handling of the situation turned these individuals into my best supporters.
The “Meet, Know, Like, and Trust” principle
Honesty is a strategic business imperative, not just an ethical choice. As a business grows, so does their network. It is crucial that peers see you and your organisation as trustworthy. Author of Endless Referrals, Bob Burg, said: “All things being equal, people will do business with, and refer business to, those people they know, like and trust.” Once you position yourself as an honest individual, your reputation will flourish.
Meet: Authentic first impressions
First impressions are long lasting. From physical appearance to verbal and non-verbal communication, presenting yourself as your true self can help create genuine connections. First impressions have been shown to last for months and people tend to get attached to their initial impressions of others. This means it can be hard to change their opinion, even when presented with conflicting evidence. Due to this, it is important to lay down truthful foundations. This is the same in grant applications – dishonest clients will often be found out. To best succeed it is important to not waste time skipping around the truth.
In a work environment it can be easy to create a different persona. This is especially seen in leadership positions or when working with colleagues. It is important not to fall into this trap and stay authentic. A study by Harvard Business Review found that 72% of people are authentic when at work – with many stating it takes an average of two to three months for them to feel comfortable being themselves.
Know: Truth reveals the real you
People do business with real, relatable humans. Individuals invest time and effort in people they know can be honest, whether this is about monetary figures or personal judgements on a presentation. Truth can take the form of transparency, admitting mistakes, providing accurate information and apologising when necessary.
When I came to take over the newspaper delivery company at just 19 I was faced with really angry subscribers who had faced poor service at the hands of the previous owner. They demanded to know what I would be doing differently. I was honest and promised that I would always tell them what had happened, how I would resolve it and re-deliver their product. I apologied for mistakes my team made and delivered exceptional customer service. As time went on, the angry customers became loyal supporters.
Like: Integrity is magnetic
Speaking the truth can take courage. It is not always comfortable to tell it how it is, and while this may be difficult at first, integrity draws people in. American educator and author Stephen Covey said: “Trust is the glue of life. It’s the most essential ingredient in effective communication. It’s the foundation principle that holds all relationships.”
The English Dictionary defines Integrity as “the quality of being honest and having strong moral principles”. It takes having the courage to do what you feel is right, regardless of who will know or see. Building a reputation of integrity takes years, but it takes only a second to lose it.
Trust: Makes for lasting business relationships
Trust can be built over time through consistent, honest actions. Famous author Zig Ziglar believes: “If people like you, they’ll listen to you, but if they trust you, they’ll do business with you.” This can be seen in networking, with peers referring those they know they can trust. Showing up and providing an authentic and reliable service can build lasting relationship and foster returning clients. This can lead to increased customer loyalty.
Honesty doesn’t mean brutal bluntness
When we speak about honesty, it is important to also be empathetic and discern unspoken messages to grasp the situation. Toning down bluntness can convey the message in a more respectful and engaging way.
I often must give honest feedback to businesses looking for grant funding. The hard truth is that not every business is grant worthy, and while this is something no entrepreneur wants to hear, it is important that I convey this to save them time, frustration and expense.
Reputation
Honesty can help a business establish a positive reputation and differentiate itself from competitors. I have previously won a re-compete lucrative contract in the corporate world by being honest about prior delivery issues and making sure communication channels were always open for quick action when needed.
The truth can also help a company internally. For instance, the workforce may be more engaged and motivated, which can increase productivity and innovation. Businesses that prioritize honesty can be better equipped to adapt to changing market conditions and weather economic downturns.
