Business relationships are formed in a variety of contexts. One of the misconceptions of business relationships is that they are purely an external asset or liability. But a great deal of our work over the past several years has been focused on intracompany relationships. Below are three reasons why Corporate Relationship Deficit Disorder (CRDD) may creep into your organization.
Companies, regardless of size or industry, and despite efforts to the contrary by their leadership, tend to build geographic, functional, and project-based silos. Have you ever heard the ongoing disputes between the Los Angeles and New York offices, for example? By definition, those geographies will compete for mind share and wallet share of the corporate headquarters and often create geographic silos.
Likewise, when most organizations are structured by functional capabilities—whether they are practice groups in a law firm or finance, engineering, marketing, and legal departments within most corporations—they are forced to compete for resources. Doesn’t that create functional silos?
Last, if key initiatives tend to be organized by cross-geography and cross-functional projects, isn’t each project team often competing for access, influence, and resources? As such, aren’t project-based silos not only created but often nurtured in time? Many corporations, because of their sheer structure, performance expectations, measurements, and rewards, are not conducive to collaboration and not constructed for communication, and what suffers most are the intracompany relationships. And just like a family, when it is broken on the inside, guess who sees it.