Businesslike is a popular term. You may therefore think that its meaning is obvious. Not so. It rather seems that the term has become so overused (at least its Swedish equivalent) that its real meaning has been lost.

The fundamental question in this blog post is how businesslike is to be understood, both as a term and in regards to some specific situations. What is or is not businesslike behavior when running an enterprise and doing business?

From a linguistic viewpoint, businesslike means being capable of trading, which tells it is an activity involving [minimum] two parties with different starting points:

• From a customer perspective, trading should, within reasonable time return more value than the sum of the invested money and effort.
• From a supplier perspective, trading should within reasonable time return greater revenue than the accumulated cost.

Return of investment calculations involves evaluating plus and minus of each inherent factor and apply a time perspective. If the calculation shows that the investment is not profitable, it should be put to halt. Making investments that does not provide payback in reasonable time is not businesslike.

Before getting an opportunity to do business must a company’s most basic challenge be conquered, to position itself as a prospective supplier. Being businesslike requires understanding that a supplier’s right to exist is entirely dependent on the ability to attract customers and deliver value for money.

Does the customer always know what provides good value for money? Not very likely. The technological and cultural development constantly creates new opportunities. What was wrong in the past may be right today and vice versa.

Knowledge is a condition in constant redefinition. It is impossible to be businesslike without understanding the business of today. It requires adequate experience and staying current. New profitable solutions results from fresh knowledge of markets, technologies, methods and usage. This is how knowledge transforms into business value.

Behaving in accordance with businesslike is pretty close to common sense, which is not so common after all. Here are five examples of what not to do:

• Allowing symbolism, rhetoric and personal interests rule instead of business value
• Initiate one project after another without securing satisfactory accomplishments
• Doing the same thing – proven not to work – and believe you get a better result
• Assigning people based on friendship or family ties is simply misguided loyalty
• Taking on assignments where you lack the skills to make a successful delivery.

Businesslike is incompatible with just milking the cow and giving nothing of value in return. It is therefore not at all arrogant to stand on that basic principle and say no to people who are not meeting the objective of delivering value for money.

The harsh reality is that businesslike starts with proactive preparation regarding your own person. Businesslike does not just “happen.” The choices, after all, are yours. Whether you know it or not, your version of being businesslike is designed by you. Every moment, every situation, provides a new choice and opportunity to improve your value delivery.

It can hardly have passed anyone’s notice that our ability to communicate has become increasingly important. Communication skills is yet not just about being able to tell a true story well, it is at least as much about listening to understand other people:

• Being a good listener requires empathy far beyond understanding the meaning of each word. The aim is that the person(s) you are interacting with understands that you understand what has been said contextually.
• Ideally, you should be able to help other people sharpen their ideas and developing them further. This is the key opening the door to establishing a good and rewarding relationship for both parties.

Trust as the basis and better business as a shared goal opens the way for fruitful change. On the road to business value, it is important that ideas and needs are clarified in the the form of professional notes and specifications. Being businesslike means appreciating quality, as that is how you save time and money.

Businesslike is a character-based method for human interaction and collaboration. It involves understanding that you have to help others and that you need others to help you deliver business value. Feet on the ground, honesty and integrity are inseparable parts of being businesslike.

• Translated into plain English integrity means honor. Honor to respect and appreciate other people’s knowledge, opinions and striving. Honor to keep agreements. Honor to give and receive praise for delivering good results. Give and get understanding for making mistakes that everyone eventually does.
• It easily becomes a list of the various expressions of ethics, morals, sustainability and solidarity – which is justified, as these properties are important for being persistently businesslike.

Businesslike as a concept and practice advocating that every party is taking responsibility for more than just yourself. The aim is to implement sound businesses where the parties:

• Avoid zero-sum game where only one part can win.
• Engage in win-win transactions and projects where both parties get their goals met.

Being businesslike is about taking responsibility for delivering value where everyone wins. Win-win is the foundation and guiding principle of being businesslike.