The Tricky Relationship Between Auditing and Ethics
We should all do the right thing. Yet the wrong thing often gets done. Indeed, you can’t always trust everyone to do the right thing. And so we have evolved enforcement mechanisms – laws, guidelines, agreements, protocols, commandments. Frequently, those mechanisms depend on some form of auditing – pop quizzes, random drug testing, probable cause. And […]
Why We Don’t Trust Companies Part IV: The Solution
My last three posts – here, and here, and here – were about why we don’t trust companies. To review the bidding, I’ve said it’s because: Trust is predominantly personal in nature – a fact most companies don’t recognize Corporate missions, motives and mindsets are all tainted by zero-sum, competitive ideologies Trust requires risk, while companies abhor risk. Stripped down […]
Why We Don’t Trust Companies, Part III – Risk
This is the third in a four-part series about why we don’t trust companies. The final post will offer solutions. In the first and second posts, I said trust in companies is so low because companies don’t understand the personal nature of trust, and because they hold various beliefs that seem at odds with trust. Call those drivers “ignorance” […]
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THE TRUSTED ADVISOR FIELDBOOK
The pragmatic, field-oriented follow-on to the classic The Trusted Advisor. Green and Howe go deep into the how-to’s of trusted business relationships—loaded with stories, exercises, tips and tricks, and deeply practical advice.
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TRUST-BASED SELLING
“Sales” and “Trust” rarely inhabit the same sentence. Customers fear being “sold” — they suspect sellers have only their own interests at heart. Is this a built-in conflict? Or can sellers serve buyers’ interests and their own as well? The solution is simple to state, hard to live—and totally worth the effort.
THE TRUSTED ADVISOR
This classic book explores the paradigm of trust through the filter of professional services. It is a blend of thought and practice, clear ideas and practical suggestions, and it has found a place on many professionals’ working bookshelves.