from the chair
Relationships Matter Most in Uncertain Times
Tom Hosea
It is really is an honor to serve as chair because AWB is the
leading and most respected advocate for business issues in
our state.
This fall, I spent time attending most of AWB’s 10 regional
meetings, traveling from Spokane to Vancouver, listening to
our staff and employers talk about the economy. Thinking
back over those discussions, I wish I could share a bunch
of lofty goals and tell you how wonderful things are going
to be this next year. But there is a continued uncertainty in
our state, our region and our country. Consumers are reluctant to spend money, purchase homes and buy cars. Voter
confidence is down — and it’s easy to be negative. But there
are some things we can do to help manage the uncertainty.
We must all have strategies for
managing the challenges we will
continue to face in the near term. I
believe one of those strategies must be
to focus on relationships — focusing
on things such as building trust and credibility, establishing open and honest communication, valuing long-term
loyalties over individual transactions and working toward
win-win solutions.
In the long run, relationships are what matter most. So,
work with your major customers and primary suppliers to
be sure you are providing value beyond just a service or
product line. Understand what is going on in their business.
Be honest in your commitments to them, they don’t appreciate surprises any more than you do. Work toward mutually
beneficial solutions, remembering that you need each other
to succeed. Beyond the customers and suppliers, strengthen
your relationship with your team of professional advisors;
your accountant, your attorney — and your banker.
Another vital member of your professional advisory team
is the Association of Washington Business. To enhance this
relationship, I ask that you do two things. First, become
active on a committee that has a significant impact on your
business or that you have a special interest in. Issues are
discussed in detail at the committee level and this is where
our legislative objectives are forged.
Second, develop a relationship with your district legislators. The rules in state politics have changed. It is definitely
a participation sport; you have to be there and get involved
to have an impact. There is no role in the process for the
critic or the “no show.” Invite legislators to your place of
business, explain the products or service you provide, show
them the jobs you have created and explain the leadership
role you play in the community.
These in-district meetings will build the relationship you
need, when you want to explain the impact legislation has
on your business. Assume that the other side of any issue
has shared all the reasons for supporting legislation. If you
aren’t there to tell your side of the story, who will be? Offering your thoughts and views once legislation has passed has
no value or impact. The district relationships you have are
extremely valuable to the AWB’s Government Affairs team.
Please remember to keep them informed.
“The rules in state politics have changed.
It is definitely a participation sport; you have to
be there and get involved to have an impact.”
14 association of washington business
I look forward to my year as chair, knowing that AWB
is well positioned for success. There will be challenges,
but with everyone pulling together, we have opportunities
to create jobs, bring new businesses to our state, invest in
modernization, increase production and advance an economic climate that enables our members, our employees
and all citizens of our state to prosper.