I read a great book called Trusted Advisor by Maister, Green and Galford a while back. I thought I would share one of its fundamental messages. The book uses an equation to demonstrate how people we meet, and later learn to know, perceive our trustworthiness. They impressed me because of their ability to put this concept into a mathematical equation that I think is really accurate.
T = (C + R + I) / S
Our Trustworthiness is perceived by other people by the sum of our Credibility plus Reliability plus Intimacy; divided by your Self-orientation.
The challenge is when I meet someone for the first time, there is no intimacy, So I have only credibility and reliability to project as best I can, while at the same time making known that my interest in the other person is paramount and complimentary with my own interest. But in this e-World, this challenge is great, especially in business.
Do you agree that this is more challenging today than ever before? Have you had successful or unsuccessful experiences? Do you have suggestions?