Siapapun yang ingin bermitra dalam bisnis harus mempertimbangkan baik-baik secara nalar kelebihan dan kekurangannya. Ketika kemitraan berjalan baik, maka bagus sekali. Ketika tidak berjalan dengan baik, maka buruk sekali.

Ketika saya berbincang dengan mentor saya soal kemitraan, dia berkata: “Mitra itu bermanfaat hanya dalam dua hal yaitu seks dan dansa.”

Pernyataan mentor saya itu diakibatkan oleh pengalaman pribadinya. Demikian pula, dari pengalaman pribadi, saya menganjurkan tiap orang yang merencanakan kemitraan bisnis untuk mempertimbangkan pernyataan mentor saya yang terkesan kasar namun ada benarnya itu sebagai peringatan kepada siapapun yang berencana untuk bermitra agar tidak naif.

Kemitraan bisnis barulah boleh disepakati setelah mempertimbangkan faktor manusia yang terlibat. Teman saya David Gage menerangkan dalam bukunya, The Partnership Charter, “Pengusaha memang ahli di bidangnya, tapi mereka tidak ahli dalam hal bermitra.” Alangkah benar pernyataan dia ini.

Jika Anda ingin bermitra dalam bisnis, Gage menyarankan agar Anda bertanya pada diri sendiri dan calon mitra Anda tiga pertanyaan di bawah, diikuti dengan pendapat saya.

1. Mengapa Saya Ingin Seorang Mitra?

Memiliki seorang mitra artinya Anda bisa berbagi pekerjaan dan berbagi resiko. Tapi, Anda juga harus berbagi keputusan dan imbalan.

Agar kemitraan dapat berjalan, semua pihak harus menerima kelebihan-kelebihan dari pekerjaan dan resiko yang dibagi dua ini, dan mengesampingkan kelebihan-kelebihan dari mengambil keputusan sepihak dan mendapat keuntungan penuh.

2. Apakah Ada Pilihan Lebih Baik Dibanding Bermitra?

Seperti halnya dalam pernikahan atau dalam hubungan apapun, kedua belah pihak harus punya kontribusi. Dalam bisnis, contohnya adalah pengalaman, keterampilan, kenalan, maupun modal usaha.

Manfaat masing-masing mitra terhadap perusahaan harus dikenali, diukur, dan dinilai. Kemudian tiap mitra harus memutuskan apakah alternatif lain untuk mendapatkan manfaat-manfaat ini lebih atau kurang nilainya dibandingkan kemitraan. (Alternatif lain pasti ada).

3. Apakah calon mitra saya kandidat terbaik?

Apabila setelah dievaluasi secara mendalam dan analitis Anda memutuskan bahwa Anda memilih opsi kemitraan, selalu ingat untuk pilih-pilih mitra.

Ketika Presiden Lincoln berpidato di Gettysburg bahwa “semua manusia diciptakan sama,” dia tidak sedang membicarakan rekan bisnis. Orang yang sedang Anda pertimbangkan mungkin saja tidak cocok sebagai mitra Anda.

Berikut ini tiga pertanyaan singkat dari saya soal kemitraan.

1. Etos kerja: Apakah Kami Cocok?

Semua usaha kecil memiliki pekerjaan yang banyak dan pekerja yang tidak memadai. Jangan bermitra kecuali Anda tahu bahwa dia mengerti dan menerima komitmen ini.

2. Pandangan: Apakah Kami Cocok?

Pandangan Anda mengenai perkembangan, pertumbuhan dan nantinya pembubaran bisnis tidak harus sama dengan mitra Anda, tetapi harus kompatibel.

3. Prinsip: Apakah Prinsip Kami Sejajar?

Apabila Anda mengurutkan faktor-faktor terpenting dalam memilih mitra, maka urutannya tergantung situasi. Tetapi untuk soal prinsip, harus urutan pertama. Tanpa kecuali. Tak bisa ditawar.

Jika prinsip Anda tidak sejalan, semua uang dan kesuksesan tidak akan menjamin kemitraan yang sukses. Percayalah, apabila prinsip tidak sejalan, dampaknya bisa buruk sekali.

Faktor-faktor prinsip yang mesti dipertimbangkan antara lain: perilaku etis; bagaimana memperlakukan pekerja; apakah hubungan dengan pelanggan sekedar bertransaksi atau lebih erat lagi; kejujuran intelektual; dan rasa fair play.

Dua hal terakhir: Jangan mulai bermitra tanpa rencana. Secara tertulis, Anda harus membuat rencana pembubaran kemitraan. Jika Anda membaca kolom saya baru-baru ini tentang kelainan kepribadian, jangan pernah bermitra dengan orang yang memiliki kelainan kepribadian. Semua masalah akan menjadi salah Anda.

 

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