Cutting To The Core Of Your Character
A betrayal of trust destroys credibility
By Ron Ciancutti
I do some consulting work regarding the completion and structure of bid documents and contracts. Unlike my previous career in government work, these private-sector clients can make decisions based on emotion and preference. In the public work, agencies were obliged to research bids to determine if the lowest bidder was really of the best overall value. If, indeed, that bidder is “lowest and best,” Ohio law requires we engage that contractor. This requirement is intended to save taxpayer money and allow new companies to break into a competitive market by finding a way to offer a lower bid. It’s capitalism at its finest.
© Can Stock Photo / vchalup
Ideally, newer contractors may work harder and more efficiently to develop a name, and before long, the quality companies gain a reputation that sometimes supersedes the “lowest” bid because their offer may be “best.” For example, the more reputable contractor may build in quality, such as concrete instead of asphalt, or vinyl siding over wood, and include such upgrades at only a slight increase, making that offer “lowest AND best,” not just lowest. If a government buyer can prove such qualitative differences, the governing body may allow that recommendation to be approved.
Yet, in the private sector, I find most of my clients look more favorably at one factor—credibility.
A Shattered Reputation
Recently, I witnessed a situation where my client had a choice between a very low bid and a substantially higher bid; he went with the higher choice. When he asked me to formalize the offer to the contractor, I asked why. “Jack,” I said, “you’re leaving a lot of money on the table. What’s up?” He looked at me with a stiff smile and shook his head. “C’mon, Ronnie,” he said. “You know who runs that company. His word is no good.”
And that was it. Decision made. It was all about credibility. In fact, it was only about credibility. Jack explained that he had once befriended the contractor after several successful endeavors together and thought they had a strong bond of trust. On another project, where the circumstances were hastily evaluated, Jack expected his “friend” to step in and give him the benefit of the doubt. Not only did the guy not get involved but he allowed the flawed decision to go through, never even following up to discuss what happened. Even the company attorney who had worked successfully on the contract with Jack went mum, leaving my client dangling, without any closure at all. Jack had to sue to get the job settled in his favor. And now this same contractor wanted to bid on one of Jack’s projects. I could see it was not going to happen. Never again.
“You familiar with the term ‘stand-up guy,’ Ronnie?” I said that I was. Jack said, “Well, that’s the only people I hire.” I smiled at the compliment, and he nodded and smiled, too. Wow.
Trust. Betrayal. Credibility. Revenge. Sounds like a Netflix mini-series, but it’s just life. I’ve dealt with similar moments in my life. Nothing I could sue someone over, but I admit I would love to have the chance to take those people who betrayed me to court and question them on a witness stand.
The betrayal of trust is costly, but some people disregard the risk because they have eyes on other things. Take a parent who misses an important event in a child’s life, like a graduation ceremony or 16th birthday. He/she may have a perfectly legitimate reason for not being there, but the child, who only wants the support and interest of that parent, is likely permanently disappointed. The child may placate the parent with “That’s okay, I understand,” but the damage has been done. In the event it happens again, the kid may nod with closed eyes and think, “Same old Dad. I must not matter very much.”
After Careful Consideration
Much like integrity and respect, credibility is earned. Those traits require a person’s dedication to a set of priorities before making a decision:
Am I fully briefed on the situation?
Are there factors that drive this choice that are not known to others?
Might there be consequences due to a hasty decision?
Is there really a rush, or am I just being pushed?
Is there any penalty in slowing things down and allowing time for reconsideration?
Will anyone be hurt if my decision turns out to be wrong?
No one is expected to live flawlessly and never make a wrong decision, but isn’t it nice to be able to explain what drove the decision when others are evaluating or even criticizing its worth?
If one develops a habit of considering issues based on the above, the least that can happen to one’s credibility is people will say, “Well, it may have turned out wrong, but I know he gave it full and fair consideration.” And no one can expect more than that.
The boy who cried wolf was eventually eaten by the very animal he lied about. In the story, he got what he deserved, as his lack of credibility after so much deception caused the townspeople to ignore his pleas for help. A personal comeuppance may not be as dramatic or costly, but just as with a reputation, a lack of credibility can rarely be earned back. It’s a fragile thing. A thing one must work to maintain every day with every decision made or directive uttered. It would be terrible to hear someone say, “Yeah, he seems like a really nice guy, but his word is no good.”
Ron Ciancutti worked in the parks and recreation industry since he was 16 years old, covering everything from maintenance, operations, engineering, surveying, park management, design, planning, recreation, and finance. He is now retired. He holds a B.S. in Business from Bowling Green State University and an M.B.A. from Baldwin Wallace University. He is not on Facebook, but he can be reached at ron@northstarpubs.com.