A choice to make whenever you work with others: will you relate to them as supplier or partner?
Suppliers are there to give you what you ask for. ‘We want 300 widgets by Friday’ – there’ll be a supplier for that. The supplier does not need to know much about what you care about, or are committed to, beyond the needs of the current supply. Once they have fulfilled your request to the standards you lay out, their job is done. And in relating to them as supplier you become consumer – the one with the right to determine the spec, the one upon whose sole discretion the supply gets accepted or rejected, and the one who expects not to be challenged, or disturbed, or questioned.
The consumer-supplier relationship, even if it lasts over a long time period, is essentially a relationship of safety and utility (an I-It relationship). If someone else comes along who can give you what you ask for more quickly, or more cheaply, or with less fuss, have them supply you instead.
And while supply gives you what you asked for, it gives you only what you asked for. You may get what you want, but you may well not get what you need.
Partners are there to be in your commitments with you. To be a partner is to step in, to care about the same things that another cares about, and to build a relationship which can hold creativity, surprise, trust and difference. To be a partner is to be prepared to question the spec, the strategy and the premise, and be questioned in turn for the sake of the larger commitment you share. It’s to enter into something big together, to be influenced by one another, and to be in it for the long term.
When you step into a relationship this way, you invite the other party to join with you in your endeavours. As such partnership is an essentially I-You relationship, a shared commitment aimed at a far bigger set of possibilities than a supplier-consumer relationship can ever hope to address.
The partner-supplier choice applies to just about any relationship. Colleagues, employees, consultants you bring in, people who make things and services you use – any can be partner or supplier. In each case you choose. Will you invite the other to be supply for your requests or partner in bringing about what matters most?
Each kind of relationship has its place, and each has its consequences. But what gets most of us into trouble, sooner or later, is how often we try to make ourselves suppliers when a bolder, riskier and more significant contribution is called for. And how often we look for the safety and reassurance of a supplier, when it’s a partner that we really need if we’re going to have the impact on the world we’re hoping for.