Two Dogs Sniffing: The Economics of Trust

John Newman heads a highly successful turnaround management company, focused on medium-sized companies. He’s a transplanted New Yorker, a UCLA MBA, with a CPA to boot. He lives in Fayetteville, Arkansas. And he defines the economics of trust beautifully. This story is taken from his website. Make sure you read the punchline at story’s end. […]

A Discussion About Options Backdating

Fortune Magazine has a couple of blog columns. One is called Legal Pad, by Roger Parloff, Fortune’s Senior Editor for Legal Affairs. An experienced and educated journalist who writes well in what is normally an informative blog, Mr. Parloff recently posted what I take to be a temporary moral faux pas or blind spot. You […]

Credibility, Trust and Ignorance

I long ago attended a sales call with my boss. When asked by the client, “what experience do you have doing this [narrowly defined] kind of work?” he shocked me by saying, “None that I can think of; what else would be useful for us to talk about?” How is it that we come to […]

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Build deeper trust with your clients and colleagues

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

TrustBasedSelling“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.

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THE TRUSTED ADVISOR

The Trusted AdvisorThis 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.

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