Likeability – A Double-Edged Sword That Supply Chain Management Professionals Should Know to Wield

As the world slowly adapts to the current situation, other important matters have come to light, such as preparing for what comes next and setting up one’s path to success. These are trying times especially in a fast-paced and highly competitive space like supply chain and procurement. With that, I reflected on what can help a SCM professional succeed in his/her chosen stream.

I think if everything else is comparable, such as skills and technical competencies, likeability can give you that edge in reaching your goals. When you’re likeable, you can facilitate smooth flowing communication between all the members of the team. It will help you bridge gaps between workplace factions. It can also come handy when sharing your vision and rallying people towards your cause. 

However, likeability can be a double-edged sword. It could prevent you from making the right decisions and could lead you to doing more harm than good. So, how do you wield it? Can you use it to your advantage? Does it really matter in the workplace? When does it become useless? Let’s take a closer look as we discuss further.    

Why likeability matters in Supply Chain Management

The beauty of working in the Supply Chain function is that it entails collaborative effort between professionals from different areas of specialisation; not just the sub functions within Supply Chain but also with people from cross-functional departments such as Sales, Marketing, Manufacturing, Finance, Regulatory, R&D, Legal etc. as well as external parties who are all working towards a common mission – delivering the products/services that consumers need. 

Picture the Avengers, but made bigger and crazier. We have tech people and innovators like Tony Stark and regulations experts who always pay attention to the rules like Steve Rogers. We also have sourcing experts who are as amazing as Stephen Strange when solving the impossible. 

Jammed in the center of all that processes and team effort is likeability along with other core interpersonal competencies. Undeniably, likeability is a powerful tool for SCM professionals who want to get things done. It is like an obvious fact in our faces yet we don’t always do enough to nurture it or for that matter many times let it pass unrecognised, not giving it enough credit. 

Without it, how else can people from various disciplines get along? How can it be possible to solve conflicts within the internal team and with other internal and external stakeholders such as suppliers, sub-contractors and partners? Well, one could argue that they don’t need to get along but they just need to get the work done. To that I’d say yes, you are absolutely right but if likeability is introduced in the equation it makes lives much easier and the work environment more conducive. 

In most cases, likeable individuals step up and show their collaborativeness during conflicting situations. In Thomas-Kilman Conflict Modes, people classified under the “collaborative type” display assertiveness and cooperation, making them highly effective in finding satisfactory and long-lasting solutions.   

Furthermore, SCM professionals who are amiable demonstrate being efficient mediators in resolving conflicts. In Tracom Corporation’s Achieving High Versatility guide, they pointed out how people exhibiting an “amiable social style” tend to work well with teams and aim to solve problems together rather than on their own.   

The reason you see me emphasising on the behavior the person demonstrates during conflicting situations is that these are the circumstances that create lasting impressions; either you get labeled as likeable or otherwise. Simple human psychology! 

Imagine a contract negotiation; a lot of times it is bound to go through a heated discussion giving rise to conflicts and disagreements. The negotiation might go any which way, but for years to come you would remember how the person on the other end handled the situation/ treated you and that will dictate your level of comfort in engaging or avoiding that person in future.

Another example could be on the materials planning front; if you are a Regional Materials Planner sitting in Singapore and need to influence the global planning team based in Europe for allocation, what are the chances of succeeding if you constantly demonstrate non likeable behavior! 

Besides solving conflicts and unifying teams, amiable individuals can also benefit from their ability to build strong interpersonal relationships. In the supply chain, interpersonal relationships can positively influence and initiate inter-organisational relationships.

Imagine you are rolling out IBP in the region amidst this lockdown, regardless of how great you are in your methodology and how adept you are in the usage of tools, you know in your heart you’ll be faced with a huge uphill battle in implementation if you do not build a rapport with the stakeholders in countries. Here likeability can give you that edge assuming you have the competencies in place. 

In a study conducted by Bill Wang in May 2018, he found that personal credibility and communication tends to play a pivotal role in both the formative and operational stage of SCM integration. The study highlights the role of individuals in creating meaningful and productive partnerships between various organisations.   

When does likeability backfire? 

While I’ve enumerated several benefits that a likeable professional can enjoy, I’d like to reiterate that it’s not the only thing that matters. There are plenty of soft and hard skills that you can develop to up your game in the SCM space. Bear in mind that being likeable doesn’t give you a golden ticket.

Take Steve Jobs, the late Founder, and CEO of the tech giant, Apple as an example. He wasn’t exactly the likeable type of boss, but his brilliance, vision, talent, and perseverance are unparalleled in the industry. To this date, Apple remains as one of the most innovative and fastest-growing tech empires in the world.

Also, I believe that it’s crucial to point out that likeability can sometimes be counterproductive. Being a lovable but dense Joey Tribbiani in your office won’t do you any good. 

Here are some examples of situations when being likeable becomes useless and ineffective: 

• You try so hard to please everyone, but end up making poor decisions for the team.
• Co-workers begin to undermine your authority because they think that you are too agreeable.
• You get along with everyone just for the heck of it.
• To minimize interpersonal conflicts, you simply agree and hold back your opinion.
• Instead of focusing on your tasks, you spend more time talking to your co-workers about other matters.

Key takeaway on likeability and how it affects career success

Finding balance in leveraging likeability in the office is key to maximising its benefits. Take note of the positive and negative side of being a likeable co-worker and make adjustments from there. Also, make sure to learn other essential skills to help you become a better person in the area of Supply Chain Management. By continually seeking opportunities for personal growth and development, you can find better career options in supply chain and procurement.    

Are you looking to fill a vacancy in the SCM? Find new job openings in SCM at The Supply Advisory recruitment page.

Ananya Sinha Roy is the Director at The Supply Advisory (a division of Datasearch Consulting), a leading executive recruitment firm specialising in Procurement & Supply Chain.

You can view the The Supply Advisory website or contact them directly at info@supplyadvisory.com for a more detailed discussion.