A focus on the other (client, customer, co-worker, boss) for the other’s sake, not just as a means to one’s own ends. We often hear “client-focused” or “customer-centric,” but these phrases are all too frequently framed in terms of economic benefit to the person trying to be trusted.  Viewed rightly, those benefits to us are welcome outcomes of a more primary focus on the other.

A collaborative approach to relationships. This an often overused and misused term. True collaboration is a fundamental, default inclination to work together, creating both joint goals and approaches to getting there. True collaboration is a belief that working together will result in a better outcome.

Medium- to long-term perspective, not a short-term transactional focus. Focusing on relationships nurtures and ultimately generates more transactions. The opposite is not true—in fact, a focus on transactions chokes off relationships. Ultimately, the most profitable relationships are those where multiple transactions are assumed, and the goal is building long-term success for everyone involved.

A habit of transparency in all one’s dealings. Transparency simplifies and strengthens business relationships. It increases credibility and lowers self-orientation, by one’s willingness to keep no secrets.