Trust - what is your TQ score?
Many years ago, I was given a copy of David Maister's book "The Trusted Adviser". Truth be told I never totally totally finished reading the book as life and work got in the way. However, what I did come away with was absolute clarity that there was more to achieving trusted adviser status than working hard, being good at what you do and delivering on a never-ending list of commitments. I was struck with the concept that the principal and the adviser both needed to give something very personal to the relationship; if both could show some kind of weakness, together they would be even stronger. Having been an advisor in various international companies and law firms for 17 years or so, I know how very uncomfortable it can be at first to admit any form of weakness or lack of knowledge. However, these days give me an external advisor who can demonstrate this trait any day of the week. I can work with that.
A few months ago I was introduced to the Trust Equation. Bear with me on this: it is worth taking 5 minutes to consider and more details are in the link above on trustedadvisor.com. The equation takes Credibility (he knows his stuff) and Reliability (he delivers) and combines them with Intimacy (I feel safe to entrust him with that) and another factor, Self-Orientation. You absolutely need to know your stuff and deliver to increase the trust score. That is your entry ticket. However, the personal /weakness concept that I first discovered in Maister's book is also an essential component to an improved score; described as "I" or "Intimacy" in the equation. In addition, the Trust Equation introduces another important element to the equation: "Self-Orientation". In short, are you perceived as working more for your benefit or for the benefit of others? The more you are perceived as working for your own interests, the less you score on the trust gauge.
Trustedadvisor.com has created an assessment tool on line so you can assess your TQ score. So, in the spirit of building trust with my network, let me share something personal with you - my score was 8.3, above average but I am sure capable of further improvement. How about yours? Feel free to take the test in the link below and spend time like me considering what you could doing in the future to improve your score.
Ed Walker, International General Counsel
With thanks to #Kim Munch Lendal for introducing me to this topic several months ago over a great cup of coffee https://www.dhirubhai.net/in/kim-munch-lendal-a875211a/
Corporate Partner - Burges Salmon LLP
6 年Thanks Ed. V valuable insight!
VP Business Development @Aegir Insights // Passionate about the Green Transition & People ??
6 年Michael Hansen
Trust is a very important aspect in leadership and coaching roles and IMHO where people often struggle is realising the impact their self orientation or simply 'ego' has.
Chief People Officer | People & Change Advisory | Digital Transformation | Coach | Mentor | Author |
6 年What a coincidence Ed, I too was struck by the message in David Maister’s book and also went on to use the Speed of Trust with organizations. It’s a powerful coaching tool for driving change with teams and individuals that stakehokders really value ! Thanks for sharing !