Trust in Business: The Core Concepts

Source: Trusted Advisor Associates

Reprinted with permission from Charles H. Green, of Trusted Advisor Associates. See his contact information below. You may also view this material and take the quiz by clicking here. (At that site, click on “Start the Quiz.”)

You may know your IQ (Intelligence Quotient). You have some sense of your EQ (Emotional Intelligence [Quotient]).

But what about your TQ — your Trust Quotient?

Trust is the glue that holds together the networked relationships defining the new economy. The ability to trust and be trusted is at the core of business as well as personal relationships.

Just how trustworthy are you? What does it mean to be trustworthy? And what can you do to improve your TQ?

The answers to these and other questions lie in how you score on the Trust Equation*:

Where:

• TQ = Trust Quotient (trustworthiness)
• C = Credibility
• R = Reliability
• I = Intimacy
• S = Self-orientation

At the end, you'll receive not only your TQ score, but also an analysis of:

• What your highest (and lowest) trust component were;
• What you can do to leverage your strongest trustworthiness components;
• What opportunities you have to raise your weakest trustworthiness components.

What's Behind This Test

The Trust Quotient is based on the work of Charles H. Green, noted author and trust expert. Charles, David Maister, and Robert Galford co-authored the best selling business book The Trusted Advisor in 2000.

Charles then wrote Trust-based Selling, a book rich in how-to's about the relationship of trust to sales and business development. Charles literally “wrote the book,” in other words, on trust in business.

The Trust Quotient is the result of his continual exploration of the dynamic of trust in business since founding Trusted Advisor Associates in 1997.

For more detail on the Trust Equation, see the article Trust in Business.

The Trusted Advisor, by David Maister, Charles Green and Robert Galford, Free Press, 2000.

From © 2008 Trusted Advisor Associates, 8 Lapis Circle, West Orange, NJ 07052-2116, telephone 973-898-1579, fax 973-828-0404.

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