Business : Building a system of trust
by Peter J Simoons on 4-Feb-10
Today at the Association of Strategic Alliance Professionals (ASAP) Summit Robert Porter Lynch and David Erlenborn led a highly interactive session about trust. Interesting first question they asked around the room is what percentage of the situations we had to resolve in the past were based on trust. The group came up with on average a high number being around 70 - 80%. It appears that trust is the biggest obstacle to make great alliances.
So if trust is such an issue, can we make trust a choice by design and not chance?
Robert led us through the question whether trust is a natural act? The majority of the groups says it is not a natural act. However trust is a natural act, you are born trusting everyone around you and you grow up learning not to trust. Women seem to be more aware of that than man.
17 factors can be discussed to define the effects of trust. With trust speed can increase significantly, without trust speed can decrease enormously. In the end this even can be translated to money, if a development due to the lack of trust takes 7 weeks more a value can be connected to it. Now it comes to how to assess trust on forehand to ensure you can trust a person? Robert presented the Leadership & Culture Compass that contains 4 key drives that people can have. Assessing these can be done by asking questions, which will help you to assess the level of trust.