Ex 4-14 Trustworthiness

Mastering the Trust Equation, popularized by David Maister, Charles Green, and Robert Galford in The Trusted Advisor, is a powerful way to audit and improve your professional relationships.

The formula is:
{Trustworthiness} = {Credibility} + {Reliability} + {Intimacy}/{Self-Orientation}

The Trust Equation: A Primer – Trusted Advisor Associates

The trust equation | Think about the components | The OKR Group

Exercise: The Trust Audit

Use this exercise to diagnose a specific relationship (with a boss, client, or teammate) or to perform a self-reflection.

Step 1: Assign Your Scores

Rate yourself (or the other person) on a scale of 1 to 10 for each variable. Be honest and base your score on recent evidence, not intentions.

• Credibility (Words): How much do they trust what you say? Do you have the expertise and credentials to back up your claims?
• Reliability (Actions): Do you do what you say you’ll do? Are you punctual and consistent with deadlines?
• Intimacy (Safety): How comfortable is the other person sharing personal or sensitive information with you? Do they feel “safe” in your presence?
• Self-Orientation (Focus): (Crucial) Is your focus on your own agenda, or on their success? A higher score here decreases total trust.
• Step 2: Calculate and Analyze

1. Add Credibility + Reliability + Intimacy.
2. Divide that sum by your Self-Orientation score.
3. The Result: A higher final number indicates higher trustworthiness.

Step 3: Action Planning

Look at your lowest-scoring variable in the numerator or your highest-scoring variable in the denominator (Self-Orientation). Use these practical tips to “master” that specific area:

To Improve Credibility: Admit when you don’t know the answer. Avoid exaggerating.

• To Improve Reliability: Set smaller, more frequent “check-ins” to prove consistency. Never miss a promised deadline without notice.
• To Improve Intimacy: Practice active listening. Share a “small” vulnerability to encourage openness.
• To Lower Self-Orientation: Ask open-ended questions. Focus entirely on the other person’s goals during your next meeting—don’t mention your own until asked
• For a more comprehensive analysis, you can take the official Trust Quotient Assessment provided by Trusted Advisor Associates.

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