The Not-so-Great Social Media Debate
The debates over social media mirror past debates over technology; plus ca change…
Author Archive for: Charles H. Green
Entries by Charles H. Green
TrustedAdvisor Associates Workshops & Events, Fall 2010
Join us this Fall at one or more of our 2010 TrustedAdvisor Associates events in McLean, VA; Livingston, NJ; and through globally accessed webinars! Topics include "How Smart Companies Make the Sale." We hope you’ll be able to attend and look forward to seeing you! —————————— Tues. Oct. 26th Livingston, NJ […]
Making Excuses To Strangers Is A Sign Of Self-Orientation
Earlier this week, I wrote about the critical role played in the Trust Equation by the factor of Self-Orientation. The brief version is: The biggest killer of trustworthiness is high self-orientation – a tendency to focus too much on ourselves. That’s the theory. Now let’s have fun with some examples. With a tip o’ the hat […]
Is Self-Orientation Killing Your Trustworthiness
When Maister, Galford and I wrote The Trusted Advisor in 2000 one of the more popular themes in the book was the Trust Equation. Where: TQ = Trustworthiness C = Credility R = Reliability I = Intimacy S = Self-Orientation And within that equation, the factor that has stirred the […]
Giving and Getting Respect
Respect is a theme I run across in my work with trust. Many people say they want to be trusted. Yet they feel disrespected by those from whom they seek trust. In such cases, “they don’t trust me” quickly breaks down into “they behave disrespectfully toward me.” A desire morphs into a resentment. The unconscious implication is […]
TrustedAdvisor Associates Workshops & Events, Fall 2010
Join us this Fall at one or more of our 2010 TrustedAdvisor Associates events in McLean, VA; Livingston, NJ; and through globally accessed webinars! Topics will include: "Building a Culture of Trust and Innovation" and "How Smart Companies Make the Sale." We hope you’ll be able to attend and look forward to seeing you! […]
Balance Trust and Control for Innovation
To innovate, what’s the rigth mix of top down control, and horizontal collaboration?
The Revolution Will Not Be Twitterized
Malcolm Gladwell channels Gil Scott-Heron; new social media are about as revolutionary as TV ads.
Trust based Leadership
The Top Ten characterists of trust-based leaders
Robert J. Kueppers on Trust and Regulation (Trust Quotes #14)
Trust Quotes series interviews Robert Kueppers, Deputy CEO of Deloitte, LLP.
Recent Blog Posts
- The Answer Trap: When Solutions Become the ProblemMay 13, 2025 - 9:00 am
You’ve graduated from Question Obsession 101. You’ve learned not to pepper clients with endless questions or craft that perfect “Keystone Arch Question” expecting miracles. You’re focusing on relationships, creating insights, and empowering clients. But have you fallen into the next trap? The Answer Trap. Many consultants who overcome question obsession swing to the opposite extreme, […]
Question Obsession: The Silent Sales KillerMay 6, 2025 - 5:00 pmHave you counted how many questions you ask in your typical client meeting? Do you find yourself carefully crafting the “perfect” question sequence before every sales call? Are your meeting notes filled with question frameworks rather than real insights? If so, you may be suffering from Question Obsession—a condition that’s quietly sabotaging your client relationships […]