Susan Grandfield SG Development Solutions "Trust: the cornerstone of successful business relationships" Susan will discuss how we build trust, how quickly trust can be broken and the competitive advantage to generating trust with customers, stakeholders, staff etc.

1. The Business
Journey
March 20 2018

2. Social Media
Follow: @TheBusJourney
Hashtag: #SMEJourney

3. Business Journey Partner
Susan Grandfield
@SusanGr1

4. Trust:
the cornerstone of successful
business relationships
Susan Grandfield
The Business Journey
20th March 2018
Creating focus I Developing capability I Achieving aspirations

5. Is it all a question of trust?

6. The Competitive Advantage
“Trust is the most powerful currency in business”
Fortune Magazine (2015)
 Improves problem solving and resolution
 Retention and forgiveness
 Frees up resources
 Honesty, integrity, collaboration
 Attracts the right clients
 Values, connection
 Increases employee engagement and recruitment
 Advocates, connection
Creating focus I Developing capability I Achieving aspirations

7. Creating focus I Developing capability I Achieving aspirations
Who do you trust?

8. “The best way for you to learn if you
can trust somebody is to trust them”
Ernest Hemingway
Creating focus I Developing capability I Achieving aspirations

9. The Trust Equation
From “The Trusted Advisor” by David Maister, Charles Green & Robert Galford
T =
C x R x I
S
T = Trustworthiness C = Credibility R = Reliability
I = Intimacy S = Self-orientation

10. How much trust is in your
business relationships?
 Bring to mind one or two of your business
relationships
 Based on the trust equation, how would you rate
the level of trust?
 Consider the relationship from both (yours and
their) perspectives
T = C x R x I
S
Creating focus I Developing capability I Achieving aspirations

11. Building Trust
 Find out about their world
 Have a point of view
 Speak the truth
 Be present
Creating focus I Developing capability I Achieving aspirations

12. Thank you
www.sgdevelopmentsolutions.com
Creating focus I Developing capability I Achieving aspirations

13. Questions for Susan

14. Dates for the diary
12 June
11 September
27 November