Credibility in The Trust Equation
There are four factors that will turn any client interaction into an opportunity to build trust and earn the right to sit at the strategy table.
These ideas and insights are based on guidance about the Trust Equation from “The Trusted Advisor” by David Maister, Charles Green, and Rob Galford. These four factors were discussed in our previous post and can be referenced here.
Today we will explore the first factor we focus on when we put a measure to trustworthiness. Credibility.
Credibility exists in the domain of words. It is created through your credentials, your truthfulness, and how you present yourself.
The top 10 factors for trustworthiness that exist under Credibility are:
- Take the initiative to expand your knowledge
- Ask great questions
- Use metaphors, stories, and vivid examples to share your ideas, prove your point
- Offer your point of view when you have one
- Share the “why” behind your point of view
- Find ways to demonstrate your expertise; don’t just talk about it
- Say “I don’t know” when you don’t know
- Never ever lie
- Report regularly on progress
- Be humble; there is always more to learn
Understanding and living all four Trust Values is the best way to increase your trustworthiness. The Trust Equation provides a scientific, analytical and actionable framework for how we help organizations and individuals improve their businesses and lives.
Written By: Charles H. Green