The value of trust

I believe we build relationships that develop into something we all call #trust. Relationships are built or destroyed by either the consistent delivery or the erosion, of some fundamental human behaviours and traits.

The sooner you set clear objectives and an outline for the basis of the relationship, the more solid your footing for building a framework. Use honesty to steer the relationship down the right track.

Communicate Openly and Consistently

Communication is crucial, not least in our work relationship. In today’s world of mass communication, there are multiple ways to communicate. I suggest you pick a primary form of communication and stick to it. We are all guilty of hiding behind email. Why not pick up the phone and talk to people? Keep email to a summary, action points and the provision of comprehensive information – don’t use it to convey ideas or to provide updates that could be better-handled face-to-face. We all think we are too busy, but clarity lends itself to efficiency and there are somethings that email just can’t do!

 Share Your Knowledge

Experience and knowledge sometimes do not go hand-in-hand. In a quest to win work, consultants and professionals alike can be keen to sell a concept and afraid to “give away the farm for free”. As we have limitless access to information, true skill comes in the design, implementation, and execution of contextualised concepts. Be comfortable to walk clients through proposed solutions. Clients who want to run away with your ideas are not for you!. Be confident in backing your ideas and in your approach to problem-solving. Sharing and discussing ideas prior to your proposal ensures you have clarity and allows the opportunity to workshop ideas for your pitch to better articulate your value to your client.

Be the modern NOKIA

In addition to sharing your skills and knowledge with clients, it also helps to share contacts and help people by helping people. Our little black book is not so secret anymore! With social networks at the touch or swipe of a finger, connecting people with similar cultural fit is one way to build relationships. Many successful professionals helped others climb the ladder before their time was due, simply by helping others find human capital solutions to their woes.

Manage Time and Meet Deadlines

It’s better to ask permission than to seek forgiveness. If you need additional time to get your pitch or proposal right, ask for it – or at the very least let the client know that you need extra time to perfect the pitch – it’s mutually beneficial.

Be Honest and Be Yourself

Honesty and trust go hand-in-hand. We have to create an environment where our clients, colleagues and also our networks can speak freely and share ideas both good and bad. In my experience, there are few truly dishonest people, yet many withhold information until it is deemed critical. We want to start by demonstrating our transparency and openness to hearing diverse ideas and information.

Our honesty and clarity will, in turn, attract and encourage that behaviour in those we work with. I would much rather work with someone who is upfront than someone who is afraid to deliver a bad message.

My thoughts are not profound realisations. They serve as a reminder, mostly for myself and those I work with, that relationships are built, and trust is earned. With the right team of people around you, amazing things happen. You can take risks, be bold and fail hard and fast which is always the preferred option when failure is on the cards.

With the wrong team, you often end up committed to bad ideas, poor strategy and surrounded by a team that is under-performing. An extremely costly exercise and one that lacks innovation and success.

Remember you can always try and rebuild relationships before the trust is earned. This is very hard to do when trust is lost. So when you finally earn it, treasure it and work just as hard to keep it, as you did to earn it in the first place.