Trust: it all adds up

Trust: it all adds up

Trust: it all adds up

“Trust men and they will be true to you; treat them greatly and they will show themselves great.’ -Ralph Waldo Emerson

In the dynamic world of business services, where transactions occur at the speed of a click and decisions are made in the blink of an eye, one element remains steadfast: trust. It is the bedrock upon which all successful business relationships are built, whether between colleagues, clients, or partners. It is the critical currency that drives long-term growth.

In financial services, the ability to build and maintain trust is an even more important foundational element. I recently had a chance to read The Trusted Advisor, written by David Maister, Charles Green, and Robert Galford. It dives deeply into the art and science of establishing trust-based relationships with clients. Their core principle is:

Trust =  Credibility + Reliability + Intimacy ÷ Self-orientation

  • Credibility is crucial and is demonstrated through competence, integrity, and authenticity.
  • Reliability means being constantly dependable by fulfilling promises and meeting deadlines.
  • Intimacy, the personal element of trust, is inherently risky as both parties must buy in and connect.
  • Self-orientation can either elevate or undermine. A high self-orientation (prioritizing one’s own agenda), can erode trust.  A low self-orientation (focusing on the needs and interests of others), fosters trust and results in a commitment to mutual success.  We call that a Win-Win.

No matter how you add it up, trust takes time and is both rational and emotional. At nFusion, we believe the effort invested is well worth it, as trust strengthens relationships and leads to more successful collaborations. When trust is established, it creates a foundation for open communication, mutual respect, and shared goals, benefiting everyone involved.