Fake It Til You Make It; Shake It Til You Break It!

Here in the parallel universe of supply chain management, we are still in the awkward, sometimes painful, transition from handling piles of transactions in siloes of functionality to synchronized processes that are embedded in organizational DNA, integrated parts of a powerful whole.

Pulling that off demands high-quality relationships and genuine collaboration (as opposed to grudging co-operation). And, that requires people skills and emotional intelligence of the highest order to be both successful and sustainable.

But, mastery of the skills involved does not come naturally or easily to many individuals. As we, either reluctantly or enthusiastically, embrace the emergence of trust, likeability, and acceptance as the coin of the new realm, we are faced with choices.

For those already so inclined, working consciously at getting even better. For those disinclined, who would have us shot as weaklings a generation ago, learning and practicing new skills. For those hardwired 180 degrees in the opposite direction - what?

Look, this is not about just the superficialities of "book" intelligence, or personal attractiveness, or gregarious outgoing natures and behaviors. What makes people likeable, persuasive, and achievers are traits of sincerity, transparency, and empathy, the capacity for understanding.

The manifestations of these traits are found in behaviors. These current-generation high performers: ask questions, put away or turn off their phones and tablets, postpone or prohibit passing judgment, self-deprecate and/or share credit, display positive body language, remember and use people's names, make strong and positive first physical impressions, touch people appropriately, and are consistent.

Can these be learned? Yes, with time and effort and focus. Can they be sharpened? For sure, with focus and practice being prime enablers. Can they be faked? Welcome to the real world.

Some consultants and motivational charlatans make a handsome living by promoting the notion that pretending the behaviors will make them become real. Codswallop!

These highly desirable attributes have little value without authenticity - and audience sizes in the range of 1 to 1,000 will see through the fakery almost immediately. Sadly, their checks (or credit card transactions) will have already cleared. Ultimately, to succeed in the complex relationships involved in supply chains, your behavior must be true to who you really are.

There's nothing wrong, and a lot right, in creating a better you. But, there's a lot wrong with jerry-rigging a pretend, an inauthentic, you.

Actually, the only people who are really good at creating and sustaining plausible false personas are sociopaths. The rest of us have to make the best out of what we've got, of who we fundamentally are.

But, recognizing that, we can achieve and succeed beyond where we are now by being aware, by practicing, by targeting, and by being real.