The trust equation

The foundation of relationships and therefore sales? 

Last week my coach @judith reminded me about the Trust equation. It was first introduced in 2000 by David Maister in his book, ‘The Trusted Advisor”. 

He offered an equation – Trustworthiness = (Credibility x Reliability x Intimacy) /Self-Orientation. 

It really helped me to better understand why some work relationships can sometimes feel less trustworthy: maybe too much of a personal agenda? Too many missed on reliability? Good to also think on what is in our control to strengthen trust. 

Also interestingly, it is a powerful framework to use when it comes to selling to a new client. Showing credibility, reliability, sharing personal information and intentions could indeed be the checklist for “ selling the right way”

Please share if you know any other models about building trust !