How does trust grow? When I started my career in consulting, I was handed a well-thumbed copy of the book “The Trusted Advisor” and recommended to read it. Which I proceeded to do, and then in time handed it on to the next person. That copy became more and more worn over the years. The book is full of great advice. Here’s one thing I’ve always remembered: the trust equation. Here are some of the book’s insights on trust: => It grows rather than just appears => Is both rational and emotional => Presumes a two-way relationship => Is intrinsically about perceived risk => Is personal Another section in the book that I’ve always likes deals with “mindsets”: => The ability to focus on the other person => Self confidence => Curiosity => Inclusivity This kind of advice is more applicable than ever. Here's a link to the book: https://buff.ly/3P7CjGm Maister, David H., Robert Galford, and Charles Green. 2001. "The Trusted Advisor." Simon & Schuster. #Leadership #Trust #EmployeeEngagement #ProfessionalServices #Mindsets #BusinessManagement #Consulting #Motivation
Some great insights. One thing to gain trust is to choose to be humble, honest and kind. These are three of Dr John Blakey nine habits of trust. I have found that humility is one of the quickest ways to gain trust. Admitting you don’t know something is often seen as a weakness. It is a strength. The other thing I would say (quoting from the famous statistician George Box) is the all trust equations are wrong but some are useful. I would focus more on habits than equations (odd coming from a statistician). Also, multiplicative equations make more sense because if you are zero in one category you trustworthiness will be zero.
Nick Lynn Trustworthiness involves four major qualities: integrity, honesty, promise-keeping, and loyalty. Each of these qualities yields principles that tell us how a trustworthy person behaves. Arvid Pedersen
The book The Trusted Advisor was required reading when I first moved into professional services many years ago. All the young associate accountants had to read it as part of their training, so I thought I’d dive in to and see if any of it was relevant to comms and engagement. And it certainly is! Great thinking and highly recommended for anyone in the employee engagement, comms or EX space - indeed anyone who wants to build trusted relationships in the workplace.
I couldn't agree more with the importance of trust in business relationships. The insights presented in "The Trusted Advisor" are truly valuable and applicable to various industries. In my experience, trust is built through consistency, transparency, and delivering on promises. It takes time to develop a strong foundation of trust, but it's worth the effort for long-term success. Thank you for sharing this resource!
I appreciate his work and book Thanks for sharing
I have heard of this book for its practical insights and thought-provoking ideas. Whether you are just starting out in your career or are an experienced professional looking deepen your relationships with clients and colleagues.In my list to read :)
Such a profound insight that is often overlooked in talent decisions.
Should add "Controlled Risks" for holding these factors.
I would add that trust is reciprocal, you have to give it to others if you want others to trust you.
Author, consultant, trainer | Virtual Across Cultures | Supporting professionals who work internationally | Cultural competence, virtual working, team development and leadership.
10moI haven't read the book, but am familiar with the insightful equation. Since the book was published more than 20 years ago, we have increased the amount of virtual collaboration, particularly with people from different cultures. The equation may still hold, but the timing of what we do to show we are trustworthy may change as I visualize in this post. https://www.linkedin.com/posts/theresasigillitohollema_you-can-build-trust-virtually-activity-7059723498788646912-wjaO?utm_source=share&utm_medium=member_desktop Also, the emphasis on which levers in the equation are used to build trust may be different with colleagues in other countries. I have met many people who trust their colleagues and have never met them in person. Another myth about building trust that is challenged: 'we must meet in person.' Thank you Nick Lynn for the post.