by: Terri Kruzan & Hal Schlenger, Culture Sleuths

1. HOARDING VS.
SHARING
….It’s Scary a Thing
Terri Kruzan
Hal Schlenger
Culture Sleuths
#b2bcamp

2. OBJECTIVE:
BUILDING TRUST FASTER
The success of a joint venture partnership may require you to share important
information about your business. In doing so, you trust your partner in the venture
to do the right thing and make the right choices.
http://www.christianfea.com/the-importance-of-trust-in-your-joint-venture.html
People ultimately choose to do business with people they like, and everyone likes
someone who appreciates them (giving praise).
http://www.fforbes.com/sites/amyanderson/2013/06/28/people-do-business-with-people-they-like/
It’s tough to thrive in business without strong business relationships. Our experience
has been that if sharing is not promoted from the top, it’s not likely going to be
done on the bottom.
http://www.s4consulting.com/General/when-businesspeople-dont-share
Trust starts at home. Companies have to treat their own employees well. If
employees trust their own company, it will spill out into the marketplace.
Companies also have to trust their employees. In the excellent book Smart
Trust, by Stephen Covey and Greg Link, the authors underline that belief with
a story about Continental Airlines.
http://trust.edelman.com/slides/2013-edelman-trust-barometer/
#b2bcamp

3. COMPANY CULTURE
Set of common rules of
behavior and underlying
beliefs about how to be
successful
Infer & shape
culture from
behaviors &
practices down
Built upon an organization’s
collective success in responding
to internal & external challenges
 Learned from watching others
and what you are trained &
rewarded for
Guides you on how to act
without being told
© Culture Sleuth and The American Institute for Managing
Diversity, Inc #b2bcamp

4. ROUND TABLE QUESTIONS
Do you think your company culture rewards
hoarding, sharing or is it inconsistent, and why?
Do your personal beliefs about sharing align with your
company’s culture?
o How is this alignment or lack of alignment impacting your ability to
fit-in and contribute?
How is your company’s openness to sharing affecting its
ability to increase sales and retain customers?
Culture Sleuth #b2bcamp

5. 5 BEST THINGS TO DO TO BUILD TRUST
1. Forgive Mistakes
2. Follow-through: Be Accountable
3. Be a Leader/Influencer: Walk the Talk
4. Create ‘PPC’ to Make Sharing Easier to Practice
5. Measure & Recognize How Sharing Impacts
What is Already Valued
#b2bcamp

6. Terri Kruzan
terri@culturesleuth.net
@culturesleuth
(404) 373.7350
Hal Schlenger
hschlenger@nichelabs.com
@halschlenger
(770) 335.0077
#b2bcamp