Trust relationships are vital to the way we do business today. In fact, the level of trust in business relationships, whether internal with employees or colleagues or external with clients and partners, is the greatest determinant of success.
The challenge is having a conceptual framework and analytical way of evaluating and understanding trust. Without the proper framework for evaluating trust, there’s no actionable way to improve our trustworthiness.
In 2000, 2006, and 2012 our founder Charles H. Green co-wrote three books: The Trusted Advisor, Trust-Based Selling, and The Trusted Advisor Fieldbook. All three books describe The Trust Equation in detail. It’s a model of trust that Charles H. Green has built and evolved over many years.
The Trust Equation is now the cornerstone of our practice: a deconstructive, analytical model of trustworthiness that can be easily understood and used to help yourself and your organization.