Newsletter Vol. 16, Issue 1

I recently spent a fascinating evening listening to Chip Conley speak to a group of entrepreneurs (see book recommendation below right), and he shared his personal experience building perhaps the most successful boutique hotelier, “joie de vivre” in the country. He relayed some theories about what distinguishes QUALITY companies from their competition. More importantly he emphasized one very unique characteristic that helps some companies endure during periods of radical change and outright threats to their livelihood. One example he used was 9/11 which crippled the hospitality industry.

The first takeaway from Chip’s talk is that there are two types of companies: those that are transaction -based and those that are relationship-based.

Transactional companies view each transaction more or less without great consideration to the relationship. This viewpoint relegates the client to essentially commodity- based shopping. However, Chip suggests the companies that are relationship-based recognize the human nature behind each transaction and have a long-term perspective.

Relationship-based companies recognize the path to “winning” isn’t with both eyes focused on a short-term singluar transaction approach, but value the relationship itself far more than any one transaction.

His other important theory is that all companies parallel the very same basic needs as that of the humans who run them. When MEANING and self-actualization become the paramount objectives, profits and happiness are the result! He bases these needs around Maslow’s hierarchy of human needs and believes the path to greatness for companies ultimately comes to the company that transcends “success” to become even more – what he labels the “transformation” level. The ‘levels’ each company must go through to reach this “PEAK” are first; survival, then success.

Companies that represent this “transformation” level include Southwest, Apple, Whole Foods and Patagonia, to name a few.

So, while we haven’t knowingly applied the “Maslow” perspective at C3 Networx, I can say that after 15 years of doing business, we’ve certainly paralleled these viewpoints. Time and again we’ve chosen the long-view to work with our clients, employees and vendors focusing first on the relationship. And, while I wouldn’t suggest we’ve become a “transformation” level company, I do believe that it’s been our constant focus on relationships with all parties – partners, employees, vendors and clients – that has helped us to navigate through a very challenging economy and positions us well for the future.

Finally, please know, we’re very grateful to call you a client of ours. We respect and value our relationship and honor it the best way we can: To daily provide IT services that go beyond your typical business needs and desires, and to try our best to recognize and even meet those IT needs you’ve yet to identify.

Sincerely,