Do We Learn From Our Mistakes? Or Not?
The NYTimes reported a few years back on a Harvard Business School study of venture capital-backed entrepreneurs to test whether or not we learn from our mistakes. The results are confounding to many—including me. Here’s the story. Several thousand VC-backed companies were studied over 17 years. First-timers had an aggregate success rate of 22% (success […]
The Cost of Freedom, the Savings of Trust
We don’t usually think of trust and freedom as existing in a trade-off relationship. But in an important sense, they do. Thinking about the two factors this way allows us to view trust from an unusual perspective. —— Kathy Sierra has a great post on the degree to which software designers should design in user […]
Trusting: the Other Side of Trust
Much has been written about trust. However, it’s often not clear in the writing whether the subject is trust, trustworthiness – or trusting. If trust in the government is down, does that mean that the government is less trustworthy? Or does it mean that people are less inclined to trust? Most of my work has been about trustworthiness […]
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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.