Competing with Colleagues
When I wrote The Trusted Advisor with David Maister and Rob Galford a few years back, it became reasonably successful within several months. (Amazingly, it still ranks #8,050 – as…
Grow Trust with Delegation and Boundaries
We often think of ‘management’ as black and white. It’s not. I’m delighted to welcome Jurgen Appelo, one of Europe’s finest management writers, to Trust Matters, to finely articulate some shades…
The Blind Men and the Elephant of Trust
In my last post I wrote about the silos that exist between and within business and academia when it comes to trust. There are few subjects outside philosophy for which…
Trust in Nebraska
I’m back from a four-day Conference on Institutional Trust at the University of Nebraska in Lincoln, where I was one of only two non-academics (the other a most talented Federal judge…
Relationship Inflation
“Now our global sales team can create customer relationships instantly from anywhere.” Jeremy Stoppelman, CEO of YELP, in an ad for the Salesforce1 Mobile App in the Economist. “Run your…
Michael Lewis, Wall Street, and Trust
Right after Michael Lewis’s 60-Minutes appearance to promote his new book Flash Boys I wrote a blogpost about it. The next day I received a phone call from a retail stock broker. His tone…
Selling To a Friend
Maybe your firm would like to sell to XYZ company and it turns out you have a college classmate who works there. Maybe you’ve become friendly with someone in a…
Trust Hero: Brad Katsuyama, on CBS 60 Minutes
Michael Lewis’s new book Flash Boys goes on sale at Amazon this morning, March 31. The headline, as he put it in Sunday's exquisitely timed CBS 60 Minutes – “The stock market is rigged.”…
The Limits of Value Propositions
(This post first appeared on RainToday.com) Value propositions are unquestionably important in B2B sales, especially for large, complex, or intangible offerings. Some suggest a value proposition is the key component…
Building the Trust-based Organization, Part II
In my last post, Building the Trust-based Organization Part I, I suggested that approaches to trust at the organizational level fell into several categories. Like the parable of the blind men and…