New Business

Every transaction in the field of business whether a trifling sale or the final agreement in a ten-million-dollar combination of interests passes through an intensely critical stage in which all depends upon how the individual expresses himself, in writing or in the more delicate medium of speech. A moment's reflection must convince anyone of the absolute truth of this statement. Almost in the same thought follows the inevitable conclusion that anyone who expects to handle important affairs should prepare himself for putting his proposals through at this crucial point.

It is a mistake to think that even the greatest and most logical courses of action will win acquiescence on the soundness of the proposition alone. Even in the business whose motto is that figures cannot lie, many a bank of imposing resources is gradually being caught up with by an institution whose balance sheets show much smaller figures, but whose directing officer has a warm hand-clasp and a human way of discussing financial problems that make men bring their banking business to him. Every business man, whether he would or not, must be a salesman, and the medium of salesmanship is language, the world's code of signals.

This sentiment is reflected perfectly in the first lines of Mr Brinston's much loved work on the use of charts and other graphical devices in conveying facts. I paraphrase him herein:

After a person has collected data and studies a proposition with great care so that his own mind is made up as to the best solution for the problem, he is apt to feel that his work is about completed. Usually, however, when his own mind is made up, his task is only half done. The larger and more difficult part of the work is to convince the minds of others that the proposed solution is the best one that all the recommendations are really necessary. Time after time it happens that some ignorant or presumptuous member of a committee or a board of directors will upset the carefully thought-out plan of a man who knows the facts, simply because the man with the facts cannot present his facts readily enough to overcome the opposition. It is often with impotent exasperation that a person having the knowledge sees some false conclusion accepted, or some wrong policy adopted, just because known facts cannot be marshalled and presented in such manner as to be effective.

Business depends, we say, upon the swift and accurate working of the vast systems of communication and transportation on the mail service, the internet and telephone, and other means of transport. But language, the means of communication between man and man in daily life, is itself the basis of all these devices. It is the common carrier for all business.

Some may speak of money as the determining factor of value, as an index by which the worth of commodities is determined and their exchange guaranteed. In such a manner, I refer to communication as the index of human relations, and as the channel by which human relations in the business place are conducted. Before an idea can be understood and agreed with, it must pass through this channel intact and arrive with all due force.

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Article Source: ArticlesBase.com - Business and Communication