Page 30 - engage workbook

4

trust and how to build it

Contrary to what most people believe, trust is not
some soft, illusive quality that you either have or
you don’t; rather trust is a pragmatic, tangible,
actionable asset that you can create - much faster
than you probably think possible.

Stephen M.R. Covey, author of
The Speed of Trust

Trust = C + R + I
S

Where:

C = Credibility

R = Reliability
I = Intimacy

S = Self-orientation

The most effective, as well as the most common, sources
of differentiation in trustworthiness come from intimacy
and self-orientation. Both of these are relatively scarce,
compared to credibility and reliability.

Maister et al, authors of
The Trusted Advisor

Trust equation reproduced with permission: David Maister et al, The Trusted Advisor

25 engage-universe.com