Is aggression necessary for business success? The celebrated entrepreneur talks about making tough calls.
By Richard Branson
Q: I’d like to ask a philosophical question: I have been trying to get my business off the ground, and I often feel that I have to get very aggressive with suppliers and service providers. I hate being aggressive, but I hate it more when my success (and survival) is hampered by others who don’t perform as they should.
I have come to believe that only very aggressive people get ahead. Yet I look at you and wonder: Are you aggressive in business or do you have a technique that serves you well while keeping your composure when faced with trying situations? I once met you and found you to be very friendly and relatively soft-spoken. -- Marco, South Africa
A: Thanks, Marco -- a nice set of easy questions to start off with!
Take the one about aggression. There are lots of ways to get your point across and make your business successful without being aggressive. Always remember that you love what you do and your role is to persuade others to love your business, too, and, therefore, to want to work with you.
I hope we are successful at Virgin because we engage with everyone in a positive, inclusive manner rather than in an aggressive, combative or negative way
Take the one about aggression. There are lots of ways to get your point across and make your business successful without being aggressive. Always remember that you love what you do and your role is to persuade others to love your business, too, and, therefore, to want to work with you.
I hope we are successful at Virgin because we engage with everyone in a positive, inclusive manner rather than in an aggressive, combative or negative way
The tone of your question suggests that not knowing how to deal with under-performing staff causes you a lot of stress. If a member of your team is not performing as you expect, don’t write him or her off immediately. At Virgin if an employee is not doing well in one area, I feel that he or she should be given the opportunity to try out in a different Virgin job.If the companies or individuals you deal with do not respond to a positive approach, ask yourself if they are the companies you should work with. For every supplier out there that is aggressive, there are another five that will want to work with you -- in a way that allows you and your business to be true to a more inclusive and positive partnership.
Firing people should never be your first option. In some cases, when letting people go is your only option, prepare for the conversation with constructive suggestions about why it is not working out and other ideas the employee should pursue. That will help make the process easier for both of you.
I agree that a strong personality is a great asset when starting up your business. So is confidence to follow a vision. But listening to others and the art of delegation are key skills to add to the mix.
It’s often hard to get past your own feelings of frustration when dealing with others. Delegating to a member of your team brings a fresh pair of eyes and often a different approach and perspective.
