Mc2012 donna burnette handout

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Mc2012 donna burnette handout

  1. 1. 2012 AdVenture Marketing   Conference      The Speed of Trust    Presenter:   Donna Burnette    Tuesday, August 21 Note:  The information and suggestions presented should serve only as a foundation for further analysis.  The National Association of Electrical Distributors hereby disclaim any and all responsibility or liability which may be asserted or claimed arising from or claimed to have arisen from reliance upon the information or utilization of the information contained in this packet of materials. 
  2. 2. Global Speed of Trust Practice®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he ability to establish, grow, extend, and restore trust withall stakeholders—customers, business partners, investorsand co-workers—is the key leadership competency of thenew, global economy. ,!#6&F@&*!9?!R?!5)K&: AdVenture Conference 2012! Franklin Covey Co. All rights reserved.! 2 ,"%*:"%2*&.;"%:-)&".<*#02-72*1&7&)*"=%*>2?7&)2*-)*>>>37#224";)%=7)3@":*"%*@-00*AB9CDEFCGDBB3 ! 8-2*9 !"#$%&()*+*,%-./0&.*!"12$*!"3*-.4*!"12$5&./*55!3*600*%&()7*%272%124
  3. 3. Global Speed of Trust Practice® / #$&* !"##$*+,*#%-.# ! "#$%!#&()*!$+,-.. /0(12(*3!4!502607&!)8!$706 High-Trust and Low-Trust Relationships 94:!;<=!;>..!"#$%&&()*+,#,)%!"#$!%&()*+ RELATIONSHIP TRUST Identify a person at work with %&()#" !"#$ whom you have a high-trust relationship: $706!(!)86? $706!(!@471=!7&42!4*1!A&4, 074B2&? $706!(!2)C? is it like to work with this person? What D)6@(*3!(!4!846!4!6@&! !"##$%)8!$706? What is it like to communicate with them? $706!(!(*6&37(6:!)*2:? $706!(!&E042!F476!5@474G, How long does it take to get things done? 6&7!H!5)AF&6&*G&? $706(*3!F&)F2&!(!6))!7(I:? D)6!6706(*3!F&)F2&!(!A)7&! What kind of results are you able to achieve? 7(I:? J)0!&(6@&7!@4K&!6706!)7!:)0! $706!G4*!B&!B)6@!B0(26!H! 1)*L6? Identify a person at work with whom you have a low-trust relationship: 1&67):&1? $706!G4*L6!B&!A&407&1? $706!488&G6!B)6@!F&&1!4*1! G)6!4*1!(!A&4074B2&? M*G&!2)6=!6706!G4*L6!B&! to work with this person? What is it like 7&6)7&1? What is it like to communicate with them? G4*!B&!7&6)7&1? #47B4*&!MN2&:!702&!O)7! it take to get things done? How long does 5)AF2(4*G&P7&30246()*!47&! &N6&7*42!G)AF2(4*G&P7&3024, 422!6@&!A)7&!7&4)*!6)!&, 6()*Q!I(22!6706? kind of results are you able to achieve? What 64B2(@!6706? J)0!G4*L6!6&4G@!6706? $706!G4*!B&!B)6@!6403@6! 4*1!2&47*&1? J)0!B0(21!6706!)*&!F&7)*! $@&!6706!:)0!B0(21!C(6@!)*&! 46!4!6(A&? F&7)*!4G60422:!B0(21!(6!C(6@! A4*:?The ability to establish, grow, extend, and restore trust withall stakeholders—customers, business partners, investorsand co-workers—is the key leadership competency of thenew, global economy. ,!#6&F@&*!9?!R?!5)K&: AdVenture Conference 2012! Franklin Covey Co. All rights reserved.! 3 ,"%*:"%2*&.;"%:-)&".<*#02-72*1&7&)*"=%*>2?7&)2*-)*>>>37#224";)%=7)3@":*"%*@-00*AB9CDEFCGDBB3 ! 8-2*9 !"#$%&()*+*,%-./0&.*!"12$*!"3*-.4*!"12$5&./*55!3*600*%&()7*%272%124
  4. 4. Global Speed of Trust Practice® / #$&* !"##$*+,*#%-.# ! "#$%!#&()*!$+,-.. /0(12(*3!4!502607&!)8!$706 Trust Taxes and Dividends 94:!;<=!;>..!"#$%&&()*+,#,)% Trust Tax!"#$!%&()*+ = !"#$ %&()#" $706!(!)86? $706!(!@471=!7&42!4*1!A&4, COST TRUST SPEED 074B2&? $706!(!2)C? D)6@(*3!(!4!846!4!6@&! !"##$%)8!$706? $706!(!(*6&37(6:!)*2:? $706!(!&E042!F476!5@474G, 6&7!H!5)AF&6&*G&? $706(*3!F&)F2&!(!6))!7(I:? D)6!6706(*3!F&)F2&!(!A)7&! Trust Dividend 7(I:? J)0!&(6@&7!@4K&!6706!)7!:)0! $706!G4*!B&!B)6@!B0(26!H! 1)*L6? 1&67):&1? $706!G4*L6!B&!A&407&1? $706!488&G6!B)6@!F&&1!4*1! = G)6!4*1!(!A&4074B2&? TRUST SPEED M*G&!2)6=!6706!G4*L6!B&! COST 7&6)7&1? G4*!B&!7&6)7&1? #47B4*&!MN2&:!702&!O)7! 5)AF2(4*G&P7&30246()*!47&! &N6&7*42!G)AF2(4*G&P7&3024, 422!6@&!A)7&!7&4)*!6)!&, 6()*Q!I(22!6706? 64B2(@!6706? J)0!G4*L6!6&4G@!6706? $706!G4*!B&!B)6@!6403@6! 4*1!2&47*&1? J)0!B0(21!6706!)*&!F&7)*! $@&!6706!:)0!B0(21!C(6@!)*&! 46!4!6(A&? F&7)*!4G60422:!B0(21!(6!C(6@! A4*:?The ability to establish, grow, extend, and restore trust withall stakeholders—customers, business partners, investorsand co-workers—is the key leadership competency of thenew, global economy. ,!#6&F@&*!9?!R?!5)K&: AdVenture Conference 2012! Franklin Covey Co. All rights reserved.! 4 ,"%*:"%2*&.;"%:-)&".<*#02-72*1&7&)*"=%*>2?7&)2*-)*>>>37#224";)%=7)3@":*"%*@-00*AB9CDEFCGDBB3 ! 8-2*9 !"#$%&()*+*,%-./0&.*!"12$*!"3*-.4*!"12$5&./*55!3*600*%&()7*%272%124
  5. 5. Global Speed of Trust Practice® / #$&* !"##$*+,*#%-.# ! "#$%!#&()*!$+,-.. /0(12(*3!4!502607&!)8!$706 94:!;<=!;>..!"#$%&&()*+,#,)%!"#$!%&()*+ Earning a Dividend 1. Choose one workplace situation that could benefit greatly from increased speed and decreased cost. !"#$ (Choose an area you can influence.) %&()#" $706!(!)86? $706!(!@471=!7&42!4*1!A&4, 074B2&? $706!(!2)C? D)6@(*3!(!4!846!4!6@&! !"##$%)8!$706? $706!(!(*6&37(6:!)*2:? you paying $706!(!&E042!F476!5@474G, 2. What “Trust Tax” are now because of this situation? 6&7!H!5)AF&6&*G&? $706(*3!F&)F2&!(!6))!7(I:? D)6!6706(*3!F&)F2&!(!A)7&! 7(I:? J)0!&(6@&7!@4K&!6706!)7!:)0! $706!G4*!B&!B)6@!B0(26!H! 1)*L6? 1&67):&1? $706!G4*L6!B&!A&407&1? you earn if you could improve? 3. What “Trust Dividend” might $706!488&G6!B)6@!F&&1!4*1! G)6!4*1!(!A&4074B2&? M*G&!2)6=!6706!G4*L6!B&! 7&6)7&1? G4*!B&!7&6)7&1? #47B4*&!MN2&:!702&!O)7! 5)AF2(4*G&P7&30246()*!47&! &N6&7*42!G)AF2(4*G&P7&3024, 422!6@&!A)7&!7&4)*!6)!&, 6()*Q!I(22!6706? 64B2(@!6706? J)0!G4*L6!6&4G@!6706? $706!G4*!B&!B)6@!6403@6! 4*1!2&47*&1? J)0!B0(21!6706!)*&!F&7)*! $@&!6706!:)0!B0(21!C(6@!)*&! 46!4!6(A&? F&7)*!4G60422:!B0(21!(6!C(6@! A4*:?The ability to establish, grow, extend, and restore trust withall stakeholders—customers, business partners, investorsand co-workers—is the key leadership competency of thenew, global economy. ,!#6&F@&*!9?!R?!5)K&: AdVenture Conference 2012! Franklin Covey Co. All rights reserved.! 5 ,"%*:"%2*&.;"%:-)&".<*#02-72*1&7&)*"=%*>2?7&)2*-)*>>>37#224";)%=7)3@":*"%*@-00*AB9CDEFCGDBB3 ! 8-2*9 !"#$%&()*+*,%-./0&.*!"12$*!"3*-.4*!"12$5&./*55!3*600*%&()7*%272%124
  6. 6. Global Speed of Trust Practice® / #$&* !"##$*+,*#%-.# ! "#$%!#&()*!$+,-.. /0(12(*3!4!502607&!)8!$706 94:!;<=!;>..!"#$%&&()*+,#,)%!"#$!%&()*+ !"#$ SELF %&()#" $706!(!)86? RELA$706!(!@471=!7&42!4*1!A&4, TIONSHIP ORGANI IONAL 074B2&? ZAT $706!(!2)C? MD)6@(*3!(!4!846!4!6@&! ARKET SOCIETAL !"##$%)8!$706? $706!(!(*6&37(6:!)*2:? $706!(!&E042!F476!5@474G, 6&7!H!5)AF&6&*G&? $706(*3!F&)F2&!(!6))!7(I:? D)6!6706(*3!F&)F2&!(!A)7&! 7(I:? _________________________________ J)0!&(6@&7!@4K&!6706!)7!:)0! $706!G4*!B&!B)6@!B0(26!H! The 4 Cores of Credibility 1)*L6? 1&67):&1? $706!G4*L6!B&!A&407&1? $706!488&G6!B)6@!F&&1!4*1! _________________________________ G)6!4*1!(!A&4074B2&? _________________________________ 4. Results M*G&!2)6=!6706!G4*L6!B&! _________________________________ 7&6)7&1? G4*!B&!7&6)7&1? _________________________________ _________________________________ #47B4*&!MN2&:!702&!O)7!COMPETENCE 5)AF2(4*G&P7&30246()*!47&! &N6&7*42!G)AF2(4*G&P7&3024, 422!6@&!A)7&!7&4)*!6)!&,_________________________________ 3. Capabilities _________________________________ 6()*Q!I(22!6706? 64B2(@!6706? _________________________________ J)0!G4*L6!6&4G@!6706? $706!G4*!B&!B)6@!6403@6! _________________________________ 4*1!2&47*&1? _________________________________ 2. Intent J)0!B0(21!6706!)*&!F&7)*! $@&!6706!:)0!B0(21!C(6@!)*&! _________________________________ 46!4!6(A&? F&7)*!4G60422:!B0(21!(6!C(6@! _________________________________ _________________________________ A4*:? CHARACTER _________________________________ _________________________________ 1. Integrity _________________________________The ability to establish, grow, extend, and restore _________________________________ trust withall stakeholders—customers, business partners, investors _________________________________ _________________________________and co-workers—is the key leadership competency of thenew, global economy. ,!#6&F@&*!9?!R?!5)K&: AdVenture Conference 2012! Franklin Covey Co. All rights reserved.! 6 ,"%*:"%2*&.;"%:-)&".<*#02-72*1&7&)*"=%*>2?7&)2*-)*>>>37#224";)%=7)3@":*"%*@-00*AB9CDEFCGDBB3 ! 8-2*9 !"#$%&()*+*,%-./0&.*!"12$*!"3*-.4*!"12$5&./*55!3*600*%&()7*%272%124
  7. 7. Global Speed of Trust Practice® / #$&* !"##$*+,*#%-.# ! "#$%!#&()*!$+,-.. /0(12(*3!4!502607&!)8!$706 94:!;<=!;>.. The 4 Cores: Self-Assessment!"#$%&&()*+,#,)%!"#$!%&()*+ you read each set of statements, circle the number that best describes where you feel you are on the As continuum: 1 means you identify with the statement on the left; 5 means you feel best described by the statement on the right; 2, 3, or 4 mark various positions in between. !"#$ %&()#" INTEGRITY $706!(!)86? $706!(!@471=!7&42!4*1!A&4, 074B2&? MORE LIKE THIS < < | > > MORE LIKE THIS $706!(!2)C? D)6@(*3!(!4!846!4!6@&! I sometimes justify telling “white !"##$%)8!$706? At every level, I am thoroughly lies,” misrepresent people or $706!(!(*6&37(6:!)*2:? the truth to get situations, or “spin” $706!(!&E042!F476!5@474G, in my interactions with 1 2 3 4 5 honest the results I want. 6&7!H!5)AF&6&*G&? others. $706(*3!F&)F2&!(!6))!7(I:? D)6!6706(*3!F&)F2&!(!A)7&! At times, there’s a mismatch 7(I:? J)0!&(6@&7!@4K&!6706!)7!:)0! $706!G4*!B&!B)6@!B0(26!H! I say and do is what I really between what I think and what I What 1)*L6? or between my actions and1&67):&1? 2 3 4 5 think and feel; I consistently “walk say, my 1 my talk.” $706!G4*L6!B&!A&407&1? values. $706!488&G6!B)6@!F&&1!4*1! G)6!4*1!(!A&4074B2&? M*G&!2)6=!6706!G4*L6!B&! values. I am not fully clear on my I am clear on my values and 7&6)7&1? It’s difficult for me to stand up G4*!B&!7&6)7&1? 5 for 1 2 3 4 courageous in standing up for them. #47B4*&!MN2&:!702&!O)7! something when others disagree. 5)AF2(4*G&P7&30246()*!47&! &N6&7*42!G)AF2(4*G&P7&3024, 422!6@&!A)7&!7&4)*!6)!&, 6()*Q!I(22!6706? me to acknowledge64B2(@!6706? It’s hard for that I am genuinely open to the J)0!G4*L6!6&4G@!6706? someone else may be right or that $706!G4*!B&!B)6@!6403@6! possibility of learning new ideas that 4*1!2&47*&1? 3 4 5 may cause me to rethink issues or there is additional information out 1 2 J)0!B0(21!6706!)*&!F&7)*! change there that may cause me to $@&!6706!:)0!B0(21!C(6@!)*&! even redefine values. my mind. 46!4!6(A&? F&7)*!4G60422:!B0(21!(6!C(6@! A4*:? I have a difficult time setting I am able to consistently make and and achieving personal goals or 1 2 3 4 5 keep commitments to myself and toThe ability to establish, grow, extend, and restore trust with commitments. others.all stakeholders—customers, business partners, investors “Integrity” Score:and co-workers—is the key leadership competency of thenew, global economy. ,!#6&F@&*!9?!R?!5)K&: AdVenture Conference 2012! Franklin Covey Co. All rights reserved.! 7 ,"%*:"%2*&.;"%:-)&".<*#02-72*1&7&)*"=%*>2?7&)2*-)*>>>37#224";)%=7)3@":*"%*@-00*AB9CDEFCGDBB3 ! 8-2*9 !"#$%&()*+*,%-./0&.*!"12$*!"3*-.4*!"12$5&./*55!3*600*%&()7*%272%124
  8. 8. Global Speed of Trust Practice® / #$&* !"##$*+,*#%-.# ! "#$%!#&()*!$+,-.. /0(12(*3!4!502607&!)8!$706 The 4 Cores: Self-Assessment94:!;<=!;>..!"#$%&&()*+,#,)%!"#$!%&()*+ INTENT MORE LIKE THIS < < | > > MORE LIKE THIS I don’t really care that much !"#$ %&()#" about people, except those closest I genuinely care about other people $706!(!)86? It’s hard for me to think to me. $706!(!@471=!7&42!4*1!A&4,am deeply concerned about the 1 2 3 4 5 and 074B2&? about concerns outside of my own well-being of others. $706!(!2)C? in life. challenges D)6@(*3!(!4!846!4!6@&! !"##$%)8!$706? $706!(!(*6&37(6:!)*2:? $706!(!&E042!F476!5@474G, 6&7!H!5)AF&6&*G&? I don’t think a lot about why I do I am consciously aware of my $706(*3!F&)F2&!(!6))!7(I:? D)6!6706(*3!F&)F2&!(!A)7&! and I refine them to make what I do. I’ve rarely, if ever, tried 1 2 3 4 5 motives 7(I:? to do deep interior work to improve sure I’m doing the right things for J)0!&(6@&7!@4K&!6706!)7!:)0! $706!G4*!B&!B)6@!B0(26!H! right reasons. my motives. the 1)*L6? 1&67):&1? $706!G4*L6!B&!A&407&1? $706!488&G6!B)6@!F&&1!4*1! In dealing with others, I usually G)6!4*1!(!A&4074B2&? I actively seek solutions that provide 1 2 3 4 5 focus on getting what I want. a “win” for everyone involved. M*G&!2)6=!6706!G4*L6!B&! 7&6)7&1? G4*!B&!7&6)7&1? #47B4*&!MN2&:!702&!O)7! most5)AF2(4*G&P7&30246()*!47&! people can clearly tell by the Based on my behavior, people Other &N6&7*42!G)AF2(4*G&P7&3024, I 422!6@&!A)7&!7&4)*!6)!&, I do that I really do have wouldn’t necessarily think had 1 2 3 4 5 things 6()*Q!I(22!6706? interest in mind. 64B2(@!6706? their best their best interest in mind. J)0!G4*L6!6&4G@!6706? $706!G4*!B&!B)6@!6403@6! 4*1!2&47*&1? J)0!B0(21!6706!)*&!F&7)*! if$@&!6706!:)0!B0(21!C(6@!)*&! Deep down, I believe that someone 46!4!6(A&? gets something—resources, else F&7)*!4G60422:!B0(21!(6!C(6@! believe that there is more I sincerely A4*:? 1 2 3 4 5 than enough of everything to go opportunities, credit— around. it means I don’t.The ability to establish, grow, extend, and restore trust with “Intent” Score:all stakeholders—customers, business partners, investorsand co-workers—is the key leadership competency of thenew, global economy. ,!#6&F@&*!9?!R?!5)K&: AdVenture Conference 2012! Franklin Covey Co. All rights reserved.! 8 ,"%*:"%2*&.;"%:-)&".<*#02-72*1&7&)*"=%*>2?7&)2*-)*>>>37#224";)%=7)3@":*"%*@-00*AB9CDEFCGDBB3 ! 8-2*9 !"#$%&()*+*,%-./0&.*!"12$*!"3*-.4*!"12$5&./*55!3*600*%&()7*%272%124
  9. 9. Global Speed of Trust Practice® / #$&* !"##$*+,*#%-.# ! "#$%!#&()*!$+,-.. /0(12(*3!4!502607&!)8!$706 The 4 Cores: Self-Assessment 94:!;<=!;>..!"#$%&&()*+,#,)%!"#$!%&()*+ CAPABILITIES MORE LIKE THIS < < | > > MORE LIKE THIS There is a high match between my I feel like I’m not really utilizing my %&()#" !"#$ $706!(!)86? in my current job. $706!(!@471=!7&42!4*1!A&4, and opportunities in the work talents 1 2 3 4 5 talents I’m doing. 074B2&? $706!(!2)C? D)6@(*3!(!4!846!4!6@&! !"##$%)8!$706? $706!(!(*6&37(6:!)*2:? the knowledge or I have not gained $706!(!&E042!F476!5@474G, acquired the knowledge and I have 6&7!H!5)AF&6&*G&? 5 mastered the skills required for my fully developed the skills I need to 1 2 3 4 really be effective at work. job. $706(*3!F&)F2&!(!6))!7(I:? D)6!6706(*3!F&)F2&!(!A)7&! 7(I:? J)0!&(6@&7!@4K&!6706!)7!:)0! $706!G4*!B&!B)6@!B0(26!H! 1)*L6? I seldom take time to improve my 1&67):&1? I relentlessly upgrade and increase $706!G4*L6!B&!A&407&1? work $706!488&G6!B)6@!F&&1!4*1! knowledge and skills at or in 1 2 3 4 5 my knowledge and skills in all the any other area in my life. G)6!4*1!(!A&4074B2&? important areas of my life. M*G&!2)6=!6706!G4*L6!B&! 7&6)7&1? G4*!B&!7&6)7&1? #47B4*&!MN2&:!702&!O)7! my strengths I’m not really sure what 5)AF2(4*G&P7&30246()*!47&! I’ve identified my strengths, and &N6&7*42!G)AF2(4*G&P7&3024, 422!6@&!A)7&!7&4)*!6)!&, greatest focus is on using them are; I’m more focused on trying to 1 2 3 4 5 my 6()*Q!I(22!6706? my areas of weakness. improve in 64B2(@!6706? effectively. J)0!G4*L6!6&4G@!6706? $706!G4*!B&!B)6@!6403@6! 4*1!2&47*&1? J)0!B0(21!6706!)*&!F&7)*! $@&!6706!:)0!B0(21!C(6@!)*&! F&7)*!4G60422:!B0(21!(6!C(6@! how to effectively establish, 46!4!6(A&?this point, I really don’t know At I know A4*:? 1 2 3 4 5 grow, extend, and restore trust, and I much about how to build trust. consciously work to make it happen.The ability to establish, grow, extend, and restore trust with “Capabilities” Score:all stakeholders—customers, business partners, investorsand co-workers—is the key leadership competency of thenew, global economy. ,!#6&F@&*!9?!R?!5)K&: AdVenture Conference 2012! Franklin Covey Co. All rights reserved.! 9 ,"%*:"%2*&.;"%:-)&".<*#02-72*1&7&)*"=%*>2?7&)2*-)*>>>37#224";)%=7)3@":*"%*@-00*AB9CDEFCGDBB3 ! 8-2*9 !"#$%&()*+*,%-./0&.*!"12$*!"3*-.4*!"12$5&./*55!3*600*%&()7*%272%124
  10. 10. Global Speed of Trust Practice® / #$&* !"##$*+,*#%-.# ! "#$%!#&()*!$+,-.. /0(12(*3!4!502607&!)8!$706 The 4 Cores: Self-Assessment 94:!;<=!;>..!"#$%&&()*+,#,)%!"#$!%&()*+ RESULTS MORE LIKE THIS < < | > > MORE LIKE THIS I don’t have a very good track My track record clearly gives others !"#$ certainly won’t record. My resume %&()#" the confidence that I will achieve 1 2 3 4 5 $706!(!)86? anyone’s socks off. $706!(!@471=!7&42!4*1!A&4, knock the desired results. 074B2&? $706!(!2)C? my efforts on doing what I’ve I focus D)6@(*3!(!4!846!4!6@&! focus my efforts on delivering I been told to do. !"##$%)8!$706? 4 5 results, not activities. 1 2 3 $706!(!(*6&37(6:!)*2:? $706!(!&E042!F476!5@474G, When it comes to communicating6&7!H!5)AF&6&*G&? I appropriately communicate my $706(*3!F&)F2&!(!6))!7(I:? don’t say my track record, either I D)6!6706(*3!F&)F2&!(!A)7&! record to others in a way that 1 2 3 4 5 track 7(I:? anything (I don’t want to brag), or I inspires confidence. say too much and turn people off. J)0!&(6@&7!@4K&!6706!)7!:)0! $706!G4*!B&!B)6@!B0(26!H! 1)*L6? 1&67):&1? $706!G4*L6!B&!A&407&1? I start. I often fail to finish what $706!488&G6!B)6@!F&&1!4*1! 1 2 3 4 5 With rare exception, if I start G)6!4*1!(!A&4074B2&?something, I finish it. M*G&!2)6=!6706!G4*L6!B&! 7&6)7&1? don’t worry so much aboutG4*!B&!7&6)7&1? 4 5 I consistently get results in ways I how I 1 2 3 get results—just that I get them. #47B4*&!MN2&:!702&!O)7! 5)AF2(4*G&P7&30246()*!47&!inspire trust. that &N6&7*42!G)AF2(4*G&P7&3024, 422!6@&!A)7&!7&4)*!6)!&, “Results” Score: 6()*Q!I(22!6706? 64B2(@!6706? J)0!G4*L6!6&4G@!6706? $706!G4*!B&!B)6@!6403@6! Integrity: 4*1!2&47*&1? J)0!B0(21!6706!)*&!F&7)*! $@&!6706!:)0!B0(21!C(6@!)*&! Intent: 46!4!6(A&? F&7)*!4G60422:!B0(21!(6!C(6@! A4*:? Capabilities: Results:The ability to establish, grow, extend, and restore100 TOTAL: / trust withall stakeholders—customers, business partners, investorsand co-workers—is the key leadership competency of thenew, global economy. ,!#6&F@&*!9?!R?!5)K&: AdVenture Conference 2012! Franklin Covey Co. All rights reserved.! 10 ,"%*:"%2*&.;"%:-)&".<*#02-72*1&7&)*"=%*>2?7&)2*-)*>>>37#224";)%=7)3@":*"%*@-00*AB9CDEFCGDBB3 ! 8-2*9 !"#$%&()*+*,%-./0&.*!"12$*!"3*-.4*!"12$5&./*55!3*600*%&()7*%272%124
  11. 11. Global Speed of Trust Practice® / #$&* !"##$*+,*#%-.# ! "#$%!#&()*!$+,-.. /0(12(*3!4!502607&!)8!$706 94:!;<=!;>..!"#$%&&()*+,#,)% Now looking at your Self Assessment, what Core of Credibility is your strength?!"#$!%&()*+ ___________________________________________________________ What Core of Credibility would you like %&()#" !"#$ to improve? $706!(!)86? $706!(!@471=!7&42!4*1!A&4, 074B2&? ____________________________________________________________ $706!(!2)C? D)6@(*3!(!4!846!4!6@&! !"##$%)8!$706? $706!(!(*6&37(6:!)*2:? above, turn the card over and read the “accelerators”. Then list For the core you listed $706!(!&E042!F476!5@474G, 6&7!H!5)AF&6&*G&? actions you might take to increase the core of credibility you listed. $706(*3!F&)F2&!(!6))!7(I:? D)6!6706(*3!F&)F2&!(!A)7&! _____________________________________________________________ 7(I:? J)0!&(6@&7!@4K&!6706!)7!:)0! $706!G4*!B&!B)6@!B0(26!H! _____________________________________________________________ 1)*L6? 1&67):&1? $706!G4*L6!B&!A&407&1? $706!488&G6!B)6@!F&&1!4*1! _____________________________________________________________ G)6!4*1!(!A&4074B2&? M*G&!2)6=!6706!G4*L6!B&! 7&6)7&1? G4*!B&!7&6)7&1? #47B4*&!MN2&:!702&!O)7! Behaviors of Highly Trusted” people and discuss how these Next we will dig into the “13 5)AF2(4*G&P7&30246()*!47&! &N6&7*42!G)AF2(4*G&P7&3024, 422!6@&!A)7&!7&4)*!6)!&, behaviors will help you to strength your credibility. 6()*Q!I(22!6706? 64B2(@!6706? J)0!G4*L6!6&4G@!6706? $706!G4*!B&!B)6@!6403@6! 4*1!2&47*&1? J)0!B0(21!6706!)*&!F&7)*! $@&!6706!:)0!B0(21!C(6@!)*&! 46!4!6(A&? F&7)*!4G60422:!B0(21!(6!C(6@! A4*:?The ability to establish, grow, extend, and restore trust withall stakeholders—customers, business partners, investorsand co-workers—is the key leadership competency of thenew, global economy. ,!#6&F@&*!9?!R?!5)K&: AdVenture Conference 2012! Franklin Covey Co. All rights reserved.! 11 ,"%*:"%2*&.;"%:-)&".<*#02-72*1&7&)*"=%*>2?7&)2*-)*>>>37#224";)%=7)3@":*"%*@-00*AB9CDEFCGDBB3 ! 8-2*9 !"#$%&()*+*,%-./0&.*!"12$*!"3*-.4*!"12$5&./*55!3*600*%&()7*%272%124
  12. 12. Global Speed of Trust Practice® / #$&* !"##$*+,*#%-.# ! "#$%!#&()*!$+,-.. /0(12(*3!4!502607&!)8!$706 94:!;<=!;>.. The 13 Behaviors of High-Trust Leaders!"#$%&&()*+,#,)%!"#$!%&()*+ 1. Talk Straight !"#$ 2. Demonstrate Respect %&()#" $706!(!)86? $706!(!@471=!7&42!4*1!A&4, 3. Create Transparency 074B2&? $706!(!2)C?Right Wrongs 4. D)6@(*3!(!4!846!4!6@&! !"##$%)8!$706? 5. Show Loyalty $706!(!(*6&37(6:!)*2:? $706!(!&E042!F476!5@474G, 6. Deliver Results 6&7!H!5)AF&6&*G&? $706(*3!F&)F2&!(!6))!7(I:? D)6!6706(*3!F&)F2&!(!A)7&! 7. Get Better 7(I:? J)0!&(6@&7!@4K&!6706!)7!:)0! $706!G4*!B&!B)6@!B0(26!H! 8. Confront Reality 1)*L6? 1&67):&1? 9. Clarify Expectations $706!488&G6!B)6@!F&&1!4*1! $706!G4*L6!B&!A&407&1? G)6!4*1!(!A&4074B2&? 10. Practice Accountability M*G&!2)6=!6706!G4*L6!B&! 7&6)7&1? 11. Listen First G4*!B&!7&6)7&1? #47B4*&!MN2&:!702&!O)7! 12. Keep Commitments5)AF2(4*G&P7&30246()*!47&! &N6&7*42!G)AF2(4*G&P7&3024, 422!6@&!A)7&!7&4)*!6)!&, 6()*Q!I(22!6706? 13. Extend Trust 64B2(@!6706? J)0!G4*L6!6&4G@!6706? $706!G4*!B&!B)6@!6403@6! 4*1!2&47*&1? J)0!B0(21!6706!)*&!F&7)*! $@&!6706!:)0!B0(21!C(6@!)*&! 46!4!6(A&? F&7)*!4G60422:!B0(21!(6!C(6@! A4*:?The ability to establish, grow, extend, and restore loudly than what you say. What you do speaks more trust withall stakeholders—customers, business partners, investors proverb Quakerand co-workers—is the key leadership competency of thenew, global economy. ,!#6&F@&*!9?!R?!5)K&: AdVenture Conference 2012! Franklin Covey Co. All rights reserved.! 12 ,"%*:"%2*&.;"%:-)&".<*#02-72*1&7&)*"=%*>2?7&)2*-)*>>>37#224";)%=7)3@":*"%*@-00*AB9CDEFCGDBB3 ! 8-2*9 !"#$%&()*+*,%-./0&.*!"12$*!"3*-.4*!"12$5&./*55!3*600*%&()7*%272%124
  13. 13. Global Speed of Trust Practice® / #$&* !"##$*+,*#%-.# ! "#$%!#&()*!$+,-.. /0(12(*3!4!502607&!)8!$706 Behaviors Exercise Scenario 1 94:!;<=!;>..!"#$%&&()*+,#,)% A manufacturer introduces a promotion to distribution.  As you begin to evaluate the!"#$!%&()*+ promotion, you realize that it is very expensive to implement and you are concerned that it wont be effective.  Its certainly going to cost more funds than the manufacturer is providing you!  On top of this, they brought the promotion to you after the product !"#$ %&()#" launch date  How do you handle this situation with your manufacturer? $706!(!)86? $706!(!@471=!7&42!4*1!A&4, 074B2&? Discuss the scenario with your team and answer the following questions: $706!(!2)C? D)6@(*3!(!4!846!4!6@&! !"##$%)8!$706? What would you say and do in this situation? $706!(!(*6&37(6:!)*2:? $706!(!&E042!F476!5@474G, 6&7!H!5)AF&6&*G&? What would your intent be and how might you declare your intent? $706(*3!F&)F2&!(!6))!7(I:? Trust would you use in your conversation? What three or four Behaviors of D)6!6706(*3!F&)F2&!(!A)7&! 7(I:? J)0!&(6@&7!@4K&!6706!)7!:)0! $706!G4*!B&!B)6@!B0(26!H! Scenario 2 1)*L6? the new product hit the market, it didnt live up to customer expectations and now When 1&67):&1? customers are complaining.  Your sales representative contacts you. $706!G4*L6!B&!A&407&1? $706!488&G6!B)6@!F&&1!4*1! G)6!4*1!(!A&4074B2&? Discuss the scenario with your team and answer the following questions: M*G&!2)6=!6706!G4*L6!B&! 7&6)7&1? you say and do in G4*!B&!7&6)7&1? What would this situation? #47B4*&!MN2&:!702&!O)7! 5)AF2(4*G&P7&30246()*!47&! &N6&7*42!G)AF2(4*G&P7&3024, How might you declare your intent? What would your intent be? 422!6@&!A)7&!7&4)*!6)!&, 6()*Q!I(22!6706? 64B2(@!6706? What three or four Behaviors of Trust would you use in your conversation? J)0!G4*L6!6&4G@!6706? $706!G4*!B&!B)6@!6403@6! Scenario 3 4*1!2&47*&1? J)0!B0(21!6706!)*&!F&7)*! is $@&!6706!:)0!B0(21!C(6@!)*&!are. You sense this person A new member of your team quite a bit younger than you 46!4!6(A&? as out-of-touch with new realities. You decide to meet with this person. sees you F&7)*!4G60422:!B0(21!(6!C(6@! A4*:? Discuss the scenario with your team and answer the following questions:The ability to would you saygrow, in this situation? restore trust with What establish, and do extend, andall stakeholders—customers, business you declare your intent? What would your intent be? How might partners, investorsand co-workers—isfour Behaviors of Trust would you use in your conversation? What three or the key leadership competency of thenew, global economy. ,!#6&F@&*!9?!R?!5)K&: AdVenture Conference 2012! Franklin Covey Co. All rights reserved.! 13 ,"%*:"%2*&.;"%:-)&".<*#02-72*1&7&)*"=%*>2?7&)2*-)*>>>37#224";)%=7)3@":*"%*@-00*AB9CDEFCGDBB3 ! 8-2*9 !"#$%&()*+*,%-./0&.*!"12$*!"3*-.4*!"12$5&./*55!3*600*%&()7*%272%124
  14. 14. Global Speed of Trust Practice® / #$&* !"##$*+,*#%-.# ! "#$%!#&()*!$+,-.. /0(12(*3!4!502607&!)8!$706 Extending Trust 94:!;<=!;>..!"#$%&&()*+,#,)% Learning how to extend “Smart Trust” is a function of two factors: propensity to trust and analysis. “Propensity to trust” is primarily a matter of the heart—your willingness or tendency to trust others. “Analysis” is a matter!"#$!%&()*+ mind—wisely assessing the job to be done, the risk involved, and the credibility of the organization or of the person involved. “SMART TRUST” MATRIX™ !"#$ %&()#" $706!(!)86? 1 $706!(!@471=!7&42!4*1!A&4, 2 HIGH 074B2&? $706!(!2)C? Gullibility Judgment D)6@(*3!(!4!846!4!6@&! PROPENSITY TO TRUST BLIND TRUST !"##$%)8!$706? SMART TRUST $706!(!(*6&37(6:!)*2:? $706!(!&E042!F476!5@474G, 6&7!H!5)AF&6&*G&? 3 4 $706(*3!F&)F2&!(!6))!7(I:? D)6!6706(*3!F&)F2&!(!A)7&! 7(I:? Indecision Suspicion J)0!&(6@&7!@4K&!6706!)7!:)0! $706!G4*!B&!B)6@!B0(26!H! 1)*L6? 1&67):&1? NO TRUST DISTRUST $706!G4*L6!B&!A&407&1? $706!488&G6!B)6@!F&&1!4*1! LOW G)6!4*1!(!A&4074B2&? M*G&!2)6=!6706!G4*L6!B&! LOW ANALYSIS HIGH 7&6)7&1? G4*!B&!7&6)7&1? #47B4*&!MN2&:!702&!O)7! 5)AF2(4*G&P7&30246()*!47&! &N6&7*42!G)AF2(4*G&P7&3024, 422!6@&!A)7&!7&4)*!6)!&, The 3 Vital Variables 6()*Q!I(22!6706? to balance and consider in extending trust: The 3 Vital Variables 64B2(@!6706? J)0!G4*L6!6&4G@!6706? $706!G4*!B&!B)6@!6403@6! 1. Opportunity or job to be done (the situation) 4*1!2&47*&1? 2. Risk involved J)0!B0(21!6706!)*&!F&7)*! $@&!6706!:)0!B0(21!C(6@!)*&! Three risk factors to consider: 46!4!6(A&? Possible outcomes F&7)*!4G60422:!B0(21!(6!C(6@! Likelihood of outcomes A4*:? Importance and visibility of outcomes 3. Credibility (character/competence) of the person(s) involved given the situation/jobThe ability to establish, grow, extend, and restore trust withall stakeholders—customers, business partners, investorsand co-workers—is the key leadership competency of thenew, global economy. ,!#6&F@&*!9?!R?!5)K&: AdVenture Conference 2012! Franklin Covey Co. All rights reserved.! 14 ,"%*:"%2*&.;"%:-)&".<*#02-72*1&7&)*"=%*>2?7&)2*-)*>>>37#224";)%=7)3@":*"%*@-00*AB9CDEFCGDBB3 ! 8-2*9 !"#$%&()*+*,%-./0&.*!"12$*!"3*-.4*!"12$5&./*55!3*600*%&()7*%272%124
  15. 15. Global Speed of Trust Practice® / #$&* !"##$*+,*#%-.# ! "#$%!#&()*!$+,-.. /0(12(*3!4!502607&!)8!$706 94:!;<=!;>.. Behaviors Exercise!"#$%&&()*+,#,)%!"#$!%&()*+ Review the Trust Action Cards. • !"#$ %&()#" Pick one behavior that is your greatest strength. Write it down here. $706!(!)86? $706!(!@471=!7&42!4*1!A&4, ! 074B2&? ______________________________________________________ $706!(!2)C? behavior that is your greatest area of opportunity. Write it down here. • Pick one D)6@(*3!(!4!846!4!6@&! !"##$%)8!$706? $706!(!(*6&37(6:!)*2:? ! $706!(!&E042!F476!5@474G, ______________________________________________________ 6&7!H!5)AF&6&*G&? $706(*3!F&)F2&!(!6))!7(I:? D)6!6706(*3!F&)F2&!(!A)7&! Identify a relationship you would like to improve. 7(I:? J)0!&(6@&7!@4K&!6706!)7!:)0! $706!G4*!B&!B)6@!B0(26!H! 1)*L6? Who is it with? • 1&67):&1? $706!G4*L6!B&!A&407&1? $706!488&G6!B)6@!F&&1!4*1! ! G)6!4*1!(!A&4074B2&? _______________________________________________________ M*G&!2)6=!6706!G4*L6!B&! is a need to increase trust? • What tells you there 7&6)7&1? G4*!B&!7&6)7&1? #47B4*&!MN2&:!702&!O)7! ! 5)AF2(4*G&P7&30246()*!47&! _______________________________________________________ &N6&7*42!G)AF2(4*G&P7&3024, 422!6@&!A)7&!7&4)*!6)!&, 6()*Q!I(22!6706? 64B2(@!6706? • What 3-4 behaviors will be most helpful in growing trust in this relationship? J)0!G4*L6!6&4G@!6706? $706!G4*!B&!B)6@!6403@6! ! 4*1!2&47*&1? ________________________________________________________ J)0!B0(21!6706!)*&!F&7)*! $@&!6706!:)0!B0(21!C(6@!)*&! 46!4!6(A&? F&7)*!4G60422:!B0(21!(6!C(6@! A4*:?The ability to establish, grow, extend, and restore trust withall stakeholders—customers, business partners, investorsand co-workers—is the key leadership competency of thenew, global economy. ,!#6&F@&*!9?!R?!5)K&: AdVenture Conference 2012! Franklin Covey Co. All rights reserved.! 15 ,"%*:"%2*&.;"%:-)&".<*#02-72*1&7&)*"=%*>2?7&)2*-)*>>>37#224";)%=7)3@":*"%*@-00*AB9CDEFCGDBB3 ! 8-2*9 !"#$%&()*+*,%-./0&.*!"12$*!"3*-.4*!"12$5&./*55!3*600*%&()7*%272%124
  16. 16. Global Speed of Trust Practice® / #$&* !"##$*+,*#%-.# ! "#$%!#&()*!$+,-.. /0(12(*3!4!502607&!)8!$706 94:!;<=!;>..!"#$%&&()*+,#,)%!"#$!%&()*+ !"#$ %&()#" $706!(!)86? $706!(!@471=!7&42!4*1!A&4, 074B2&? Organizational Trust $706!(!2)C? D)6@(*3!(!4!846!4!6@&! !"##$%)8!$706? $706!(!(*6&37(6:!)*2:? $706!(!&E042!F476!5@474G, 6&7!H!5)AF&6&*G&? $706(*3!F&)F2&!(!6))!7(I:? D)6!6706(*3!F&)F2&!(!A)7&! 7(I:? J)0!&(6@&7!@4K&!6706!)7!:)0! $706!G4*!B&!B)6@!B0(26!H! 1)*L6? 1&67):&1? $706!G4*L6!B&!A&407&1? $706!488&G6!B)6@!F&&1!4*1! G)6!4*1!(!A&4074B2&? M*G&!2)6=!6706!G4*L6!B&! 7&6)7&1? G4*!B&!7&6)7&1? #47B4*&!MN2&:!702&!O)7! 5)AF2(4*G&P7&30246()*!47&! Dramatically Increasing Your Team’s Credibility &N6&7*42!G)AF2(4*G&P7&3024, 422!6@&!A)7&!7&4)*!6)!&, 6()*Q!I(22!6706? 64B2(@!6706? J)0!G4*L6!6&4G@!6706? $706!G4*!B&!B)6@!6403@6!employees The surest way to make your 4*1!2&47*&1? trustworthy is to trust them. J)0!B0(21!6706!)*&!F&7)*! —Charles Handy, Fellow, London Business School $@&!6706!:)0!B0(21!C(6@!)*&! 46!4!6(A&? F&7)*!4G60422:!B0(21!(6!C(6@! A4*:?The ability to establish, grow, extend, and restore trust withall stakeholders—customers, business partners, investorsand co-workers—is the key leadership competency of thenew, global economy. ,!#6&F@&*!9?!R?!5)K&: AdVenture Conference 2012! Franklin Covey Co. All rights reserved.! 16 ,"%*:"%2*&.;"%:-)&".<*#02-72*1&7&)*"=%*>2?7&)2*-)*>>>37#224";)%=7)3@":*"%*@-00*AB9CDEFCGDBB3 ! 8-2*9 !"#$%&()*+*,%-./0&.*!"12$*!"3*-.4*!"12$5&./*55!3*600*%&()7*%272%124
  17. 17. Global Speed of Trust Practice® / #$&* !"##$*+,*#%-.# ! "#$%!#&()*!$+,-.. /0(12(*3!4!502607&!)8!$706 94:!;<=!;>.. THE 4 CORES OF CREDIBILITY!"#$%&&()*+,#,)%!"#$!%&()*+ CHARACTER Does My Organization Have Does My Organization Have !"#$ Integrity? %&()#" Intent? Good $706!(!)86? Do our structures and systems $706!(!@471=!7&42!4*1!A&4, a culture of Do we have 074B2&?of reflect a basic paradigm caring for one another? our $706!(!2)C? respect and trust? D)6@(*3!(!4!846!4!6@&! our customers? work? !"##$%)8!$706? $706!(!(*6&37(6:!)*2:? $706!(!&E042!F476!5@474G, Do we have a culture of 6&7!H!5)AF&6&*G&? Do we want everyone to win? honesty? humility? $706(*3!F&)F2&!(!6))!7(I:? D)6!6706(*3!F&)F2&!(!A)7&! 7(I:? Are the systems set up to J)0!&(6@&7!@4K&!6706!)7!:)0! to$706!G4*!B&!B)6@!B0(26!H! cooperation vs. Do we listen one another’s reward 1)*L6? ideas? 1&67):&1? competition? $706!G4*L6!B&!A&407&1? $706!488&G6!B)6@!F&&1!4*1! G)6!4*1!(!A&4074B2&? Can we make and admit Does the system encourage M*G&!2)6=!6706!G4*L6!B&! mistakes? people to share ideas and 7&6)7&1? G4*!B&!7&6)7&1? information freely? #47B4*&!MN2&:!702&!O)7! 5)AF2(4*G&P7&30246()*!47&! &N6&7*42!G)AF2(4*G&P7&3024, 422!6@&!A)7&!7&4)*!6)!&, Do our structures and systems 6()*Q!I(22!6706? encourage ethical behavior? 64B2(@!6706? J)0!G4*L6!6&4G@!6706? $706!G4*!B&!B)6@!6403@6! 4*1!2&47*&1? J)0!B0(21!6706!)*&!F&7)*! $@&!6706!:)0!B0(21!C(6@!)*&! 46!4!6(A&? F&7)*!4G60422:!B0(21!(6!C(6@! A4*:?The ability to establish, grow, extend, and restore trust withall stakeholders—customers, business partners, investorsand co-workers—is the key leadership competency of thenew, global economy. ,!#6&F@&*!9?!R?!5)K&: AdVenture Conference 2012! Franklin Covey Co. All rights reserved.! 17 ,"%*:"%2*&.;"%:-)&".<*#02-72*1&7&)*"=%*>2?7&)2*-)*>>>37#224";)%=7)3@":*"%*@-00*AB9CDEFCGDBB3 ! 8-2*9 !"#$%&()*+*,%-./0&.*!"12$*!"3*-.4*!"12$5&./*55!3*600*%&()7*%272%124
  18. 18. Global Speed of Trust Practice® / #$&* !"##$*+,*#%-.# ! "#$%!#&()*!$+,-.. /0(12(*3!4!502607&!)8!$706 94:!;<=!;>..!"#$%&&()*+,#,)% THE 4 CORES OF CREDIBILITY!"#$!%&()*+ COMPETENCE !"#$ the Capabilities %&()#" My Organization Get What Are of Does $706!(!)86? Organization? $706!(!@471=!7&42!4*1!A&4, My Results? 074B2&? Do we attract and retain Do we deliver what we $706!(!2)C? the talents, attitudes, skills, promise? D)6@(*3!(!4!846!4!6@&! knowledge, and style !"##$%)8!$706? (TASKS) to compete in $706!(!(*6&37(6:!)*2:? market? $706!(!&E042!F476!5@474G, rely on us to today’s Can people 6&7!H!5)AF&6&*G&? fulfill commitments? $706(*3!F&)F2&!(!6))!7(I:? D)6!6706(*3!F&)F2&!(!A)7&! 7(I:? Do we have the right people J)0!&(6@&7!@4K&!6706!)7!:)0! $706!G4*!B&!B)6@!B0(26!H! have a track record in the right seats on the bus? Do we 1)*L6? 1&67):&1? that promotes confidence? $706!G4*L6!B&!A&407&1? Are we continuously $706!488&G6!B)6@!F&&1!4*1! G)6!4*1!(!A&4074B2&? improving and innovating? M*G&!2)6=!6706!G4*L6!B&! 7&6)7&1? G4*!B&!7&6)7&1? #47B4*&!MN2&:!702&!O)7! 5)AF2(4*G&P7&30246()*!47&! &N6&7*42!G)AF2(4*G&P7&3024, 422!6@&!A)7&!7&4)*!6)!&, 6()*Q!I(22!6706? 64B2(@!6706? J)0!G4*L6!6&4G@!6706? $706!G4*!B&!B)6@!6403@6! 4*1!2&47*&1? J)0!B0(21!6706!)*&!F&7)*! $@&!6706!:)0!B0(21!C(6@!)*&! 46!4!6(A&? F&7)*!4G60422:!B0(21!(6!C(6@! A4*:?The ability to establish, grow, extend, and restore trust withall stakeholders—customers, business partners, investorsand co-workers—is the key leadership competency of thenew, global economy. ,!#6&F@&*!9?!R?!5)K&: AdVenture Conference 2012! Franklin Covey Co. All rights reserved.! 18 ,"%*:"%2*&.;"%:-)&".<*#02-72*1&7&)*"=%*>2?7&)2*-)*>>>37#224";)%=7)3@":*"%*@-00*AB9CDEFCGDBB3 ! 8-2*9 !"#$%&()*+*,%-./0&.*!"12$*!"3*-.4*!"12$5&./*55!3*600*%&()7*%272%124
  19. 19. Global Speed of Trust Practice® / #$&* !"##$*+,*#%-.# ! "#$%!#&()*!$+,-.. /0(12(*3!4!502607&!)8!$706 94:!;<=!;>..!"#$%&&()*+,#,)% DISCUSS!"#$!%&()*+ Where are we paying Trust Taxes? !"#$ %&()#" $706!(!)86? $706!(!@471=!7&42!4*1!A&4, 074B2&? Where could we be earning Trust Dividends? $706!(!2)C? D)6@(*3!(!4!846!4!6@&! !"##$%)8!$706? $706!(!(*6&37(6:!)*2:? $706!(!&E042!F476!5@474G, 6&7!H!5)AF&6&*G&? $706(*3!F&)F2&!(!6))!7(I:? not inspire trust? What system or process does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he ability to establish, grow, extend, and restore trust withall stakeholders—customers, business partners, investorsand co-workers—is the key leadership competency of thenew, global economy. ,!#6&F@&*!9?!R?!5)K&: AdVenture Conference 2012! Franklin Covey Co. All rights reserved.! 19 ,"%*:"%2*&.;"%:-)&".<*#02-72*1&7&)*"=%*>2?7&)2*-)*>>>37#224";)%=7)3@":*"%*@-00*AB9CDEFCGDBB3 ! 8-2*9 !"#$%&()*+*,%-./0&.*!"12$*!"3*-.4*!"12$5&./*55!3*600*%&()7*%272%124
  20. 20. Global Speed of Trust Practice® / #$&* !"##$*+,*#%-.# ! "#$%!#&()*!$+,-.. /0(12(*3!4!502607&!)8!$706 CREATE SYMBOLS OF TRUST 94:!;<=!;>..!"#$%&&()*+,#,)%!"#$!%&()*+ Our Symbols of Trust Our Symbols of Distrust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he ability to establish, grow, extend, and restore trust withall stakeholders—customers, business partners, investorsand co-workers—is the key leadership competency of thenew, global economy. ,!#6&F@&*!9?!R?!5)K&: AdVenture Conference 2012! Franklin Covey Co. All rights reserved.! 20 ,"%*:"%2*&.;"%:-)&".<*#02-72*1&7&)*"=%*>2?7&)2*-)*>>>37#224";)%=7)3@":*"%*@-00*AB9CDEFCGDBB3 ! 8-2*9 !"#$%&()*+*,%-./0&.*!"12$*!"3*-.4*!"12$5&./*55!3*600*%&()7*%272%124
  21. 21. Global Speed of Trust Practice® / #$&* !"##$*+,*#%-.# ! "#$%!#&()*!$+,-.. /0(12(*3!4!502607&!)8!$706 Stop, Start, and Continue 94:!;<=!;>..!"#$%&&()*+,#,)% With Trust as our Operating System:!"#$!%&()*+ What will we Start doing? !"#$ %&()#" $706!(!)86? we Stop doing? What will $706!(!@471=!7&42!4*1!A&4, 074B2&? $706!(!2)C? D)6@(*3!(!4!846!4!6@&! !"##$%)8!$706? $706!(!(*6&37(6:!)*2:? $706!(!&E042!F476!5@474G, What will we Continue to do?6&7!H!5)AF&6&*G&? $706(*3!F&)F2&!(!6))!7(I:? D)6!6706(*3!F&)F2&!(!A)7&! 7(I:? J)0!&(6@&7!@4K&!6706!)7!:)0! $706!G4*!B&!B)6@!B0(26!H! 1)*L6? 1&67):&1? $706!G4*L6!B&!A&407&1? $706!488&G6!B)6@!F&&1!4*1! G)6!4*1!(!A&4074B2&? M*G&!2)6=!6706!G4*L6!B&! 7&6)7&1? G4*!B&!7&6)7&1? #47B4*&!MN2&:!702&!O)7! 5)AF2(4*G&P7&30246()*!47&! &N6&7*42!G)AF2(4*G&P7&3024, 422!6@&!A)7&!7&4)*!6)!&, 6()*Q!I(22!6706? 64B2(@!6706? J)0!G4*L6!6&4G@!6706? $706!G4*!B&!B)6@!6403@6! 4*1!2&47*&1? J)0!B0(21!6706!)*&!F&7)*! $@&!6706!:)0!B0(21!C(6@!)*&! 46!4!6(A&? F&7)*!4G60422:!B0(21!(6!C(6@! A4*:?The ability to establish, grow, extend, and restore trust withall stakeholders—customers, business partners, investorsand co-workers—is the key leadership competency of thenew, global economy. ,!#6&F@&*!9?!R?!5)K&: AdVenture Conference 2012! Franklin Covey Co. All rights reserved.! 21 ,"%*:"%2*&.;"%:-)&".<*#02-72*1&7&)*"=%*>2?7&)2*-)*>>>37#224";)%=7)3@":*"%*@-00*AB9CDEFCGDBB3 ! 8-2*9 !"#$%&()*+*,%-./0&.*!"12$*!"3*-.4*!"12$5&./*55!3*600*%&()7*%272%124

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