4. Trust Fact #1
Trust Leaders (High-Trust Companies) are 2 ½ times more likely to be High Performing
Organizations relative to revenue than are Trust Laggards.
Source: http://interactionassociates.com/sites/default/files/research_items/Trust%20Report_2014_15IA_0.pdf
5. Trust Fact #2
Trust Leaders prioritize innovation, and are more likely than other companies to be
innovative.
Source: http://interactionassociates.com/sites/default/files/research_items/Trust%20Report_2014_15IA_0.pdf
6. Why is Trust Crucial?
• VUCA World
• Knowledge is accessible
• Relationships are the differentiators today
• Trust is the foundation of a successful long term association
Source: http://interactionassociates.com/sites/default/files/research_items/Trust%20Report_2014_15IA_0.pdf
10. Why Social Styles?
Establishing a connect by flexing your social styles if the first step in building trust.
But how to flex?
11. Understanding Trust Equation
Credibility: How honest are you?
What can I do to enhance my credibility?
• Share your expertise and make it relevant to
the client’s situation
• Do not over-state or stretch your credentials
• Do not hide difficult situations
• Give credit to those who deserve it
• Share your opinion even if it may not be
popular
T =
C + R + I
S
12. Understanding Trust Equation
Reliability is based on congruence of your words & actions
What can I do to increase my reliability?
• Make promises & keep them – or notify your
client as soon as you know a commitment
cannot be met & offer a solution
• Establish a routine and rhythm to your
relationship & make regular connections
• Be consistent
• Clarify milestones & deliverables
T =
C + R + I
S
13. Understanding Trust Equation
Intimacy is created by sharing what we see, feel,
or think about something
What can I do to increase intimacy?
• Actively listen to the client and focus on
understanding what is being said
• Call client just to touch base – no agenda items
• Be yourself-Share interesting tit bits
• Always respect confidential information
T =
C + R + I
S
14. Understanding Trust Equation
Low self-orientation increases trust
What can I do to lower my self-orientation?
• Ask the client to talk about what is behind an
issue and use open-ended questions
• Don’t give answers & solutions until you have fully
listened to the client’s interests
• Listen to the client without distractions – no
texting, phone off, frequent eye-contact
• Learn to tell the client’s story before your own
T =
C + R + I
S
16. Simulations Approach: Advantages
• Softer aspects are best learnt by doing
• Trust is costly
• Safe Learning Environment
• Reflects the reality of the VUCA world
• Complex Algorithms to challenge participants progressively
• Ample data points to monitor behavior of participants
• Detailed Analytics / Action Reports
• Engagement of gamification
Assessments
Development
Recruitment
Performance Mgmt.
18. Simulations Approach: What to Look For?
Your Credibility Score:
Your Reliability Score:
Your Intimacy Score:
Your Self Orientation Score:
72
50
89
75
Your Strengths
Your Weakness
Intimacy, Credibility
High Self Orientation
Accurate Reports: Page 1
19. Simulations Approach: What to Look For?
Your Social Style
Your Flexing Score:
Driver
50
Remarks You need to flex your style better to establish a connect
Accurate Reports: Page 2
Your Assertiveness Score 72
Your Orientation Score 72
Overall Trust Score 54
20. Simulations Approach: What to Look For?
You need reduce your self
orientation
Ways to reduce self orientation
You need to work on flexing
social styles
Action Points
Ways to flex social styles better
