Organizational Behavior

Basic Principles of Trust

The way to become trusted is to act consistently from those principles — specifically five principles that govern trustworthy behavior:

  1. A focus on the other (client, customer, co-worker, boss, etc.) for the other’s sake, not just as a means to one’s own ends. We often hear “client-focused” or customer-centric”, but these terms are all too frequently framed in terms of economic benefit to the person trying to be trusted. Viewed rightly, those benefits to us are welcome outcomes of a more primary focus on the other.
  2. A collaborative approach to relationships. Again, this is an often overused and misused term. True collaboration is a fundamental, default inclination to work together, creating both joint goals and joint approaches to getting there. True collaboration is a belief that working together will result in a better outcome.
  3. A medium to long-term relationship perspective, not a short-term transactional Focusing on relationships nurtures and ultimately generates more transactions. The opposite is not true — in fact, a focus on transactions chokes off
  4. Ultimately, the most profitable relationships are those where multiple transactions are assumed, and the goal is building long-term success for everyone involved.
  5. A habit of being transparent in all one’s dealings. Transparency simplifies and strengthens business relationships. It increases credibility and lowers self-orientation, by one’s willingness to keep no secrets.

Applying these Trust Principles to all of your actions will develop the fullest possible sort of trusting relationships.