| Predictable stages: Forming, Storming, Norming, Performing People
are linking up to work together in all sorts of creative ways. Business relationships span a broad spectrum, from informal collaborations
to formal, legal relationships (such as joint ownership of a company).
With the Internet and widespread use of email, 'virtual teams'
are an increasingly popular way to staff and manage projects. Business
relationships usually start out in a glow of euphoria and progress
through a series of predictable stages. Many business relationships
stumble or fail (see my previous eNews entitled 'Business Divorce'). Understanding
the stages can help you achieve lasting and effective business relationships. Bruce
Tuckman published his famous 'Forming, Storming, Norming, and Performing'
model in 1965. While
business relationships and organizational structures are vastly different
today, this model is still relevant and useful.
Forming
This is sort of like the 'dating phase.' When a business
relationship is forming, people feel excitement, anticipation and optimism. At
this stage, people are focused on the mission, vision and goals of
the relationship. It's good practice to be clear about the mutual
expectations. Having a written agreement about roles, responsibilities
and financial issues is recommended.
Storming
In this stage, people are adjusting to working together. Storming
is like 'living together' and learning to accept each other's personal
habits.
As working styles are merged,
people experience arguing, conflict and dissent. There can be significant disagreement and confrontation.
Confrontations can be about how work is accomplished, files are
maintained or clients are billed. Differences of opinion over how
things will be done should be addressed in a constructive way to find
the 'best practices.' Failure to constructively resolve conflict
usually results in the end of the business relationship.
Norming
Business relationships that make it through storming emerge into
a new stage in which people begin to integrate their way of working in
a cohesive manner. Norming can be like marriage
and 'settling into a long term relationship.' In the norming stage, people feel a sense of belonging and are comfortable
sharing ideas and feelings and giving and receiving feedback. Norming
involves moving beyond the work into enjoying each other, socializing
and having fun.
Performing
At this stage, group members achieve interdependence. This
means that they work well together, achieving more together than they
would as individuals. The analogy for performing is “successful
parenting” in which you work as a team to handle the challenges. In
conclusion, business relationships are an important way to expand
the range of products and services that you provide. Learning
how to manage through the predictable stages of business relationships
is another important tool for your business toolkit. -
In the forming stage, for example, it’s always a good idea
to be clear about your expectations for the business relationship
(e.g., time and dollar commitments). - If you know
you’re in the storming phase, instead of reacting angrily
when a business partner wants you to change how you do some aspect of
work, you can focus on developing “best practices.” - In the norming stage, you develop consistent methods and systems for
how work is accomplished as well as develop interpersonal relationships. -
Once you’ve reached the performing stage, you know you’ve developed
a successful business relationship. When the chips are down,
your business partner(s) hang in there and deliver on commitments. While
Tuckman’s model
is useful for assessing your business relationships, I always recommend
having a written agreement with key business partners. Jean
D. Sifleet Attorney & CPA
120 South Meadow Road
Clinton, MA 01510 USA
978-368-6104
www.smartfast.com P.S. For more background on Tuckman's theory: check out: http://www.nwlink.com/~donclark/leader/leadtem2.html,
and http://www.sa.ucsb.edu/osl/leadershipopportunities/pdf/StagesOfGroupDevelopment.pdf |
