Being in business is tough.  Being a small business is tougher.  Being a sole proprietor is one of the most challenging adventures of my life.

“Grass is greener” folks envy my freedom to set my own rules, schedule, pricing, etc.  They note my low overhead and absence of HR headaches, and believe that with only myself to answer to, I can take off for the beach or the mountains at a moment’s notice, because who’s going to tell me no?

I admit that being my own boss has its advantages.  I could also point out the list of challenges, like being responsible for every single facet of business development, maintenance, sustenance, and delivery, but I hate whiners.

I will say that as a sole-proprietor and service provider for whom traditional marketing is not effective, the secret of my success has been the relationships I’ve been fortunate enough to develop.  Networking is important, a Rolodex is nice, a qualified prospect list can come in handy, but absolutely nothing is more valuable and more essential that the ability and commitment to developing and enhancing relationships.

I’m a member of a networking group whose goal is NOT generating referrals, nor does it serve as a forum for members to outline their week’s goals and then be held accountable to the group to report their progress.  This group does not exist so members can socialize and gossip, and it doesn’t foster the cliques that sometimes sprout in professional groups.

My networking group is the Business Development Alliance, and its mission is to foster growth and success among its members through relationship development.  We believe that by learning about each other’s businesses — the good, the bad, and the ugly — we develop a bond that naturally motivates us to provide whatever support we can.  Because we develop these relationships, we’re invested in each other’s success, and we become the cheerleaders that assure each member that they can find a way through the obstacles and can achieve success.   We are fiercely loyal and could serve as a passionate sales force for each other because we can talk about the person and their character, which better illustrates the value of their company than any brochure ever could.

I challenge you to take stock of your business relationships.  Ask first what value you are contributing, and how generous you are being with ideas, feedback, and support.  Next, ask what support is missing from your current approach.  Do you need information?  Creative problem solving?  A safe place to vent?  A kick in the butt?  A reassuring pat on the back?  Are you receiving these benefits from your business relationships?  If you are, have you demonstrated appreciation and given back?  If you’re not, have you asked?

Genuine business relationships that grow into more than passing acquaintances are the safety net we need in times of uncertainty, and are the cheering crowd we need when celebration is in order.  Whether you’re a sole-proprietor like me who needs others to be sounding boards and advisers, or one of 10,000 people in a mega corporation, your success depends on the quality and depth of your relationships, and it is critical that you invest the time, energy, and brain power in each, because the ROI is beyond imagination.