): Our actions, dependability, and whether we keep our promises. Intimacy (
T=C+R+IScap T equals the fraction with numerator cap C plus cap R plus cap I and denominator cap S end-fraction Credibility (
Developing a trusted relationship does not happen overnight. The book outlines a structured, sequential process to earn this position: The Trusted Advisor
): The safety and security a client feels when sharing difficult or personal information. Self-Orientation (
): The advisor's focus on themselves rather than the client. ): Our actions, dependability, and whether we keep
): The words we speak, our credentials, and our perceived expertise. Reliability (
The book by David H. Maister, Charles H. Green, and Robert M. Galford is the definitive guide on building trust-based, long-term client relationships. 📊 Executive Summary Self-Orientation ( ): The advisor's focus on themselves
💡 Because Self-Orientation is the denominator, it is the most critical variable. High self-interest will completely destroy a score, even if credibility, reliability, and intimacy are high. 🪜 The 5 Stages of the Trust Process