McKinsey built an $11B business by solving client problems. Their secret? Create trust from day 1. Here's how they do it (and you can too):
When working with McKinsey teams, I quickly learned that trust is the basis for everything they do. You need to earn the trust from your • Team • Peers • Clients • Partners • Prospects McKinsey trains new consultants to build trust intentionally using this formula:
In the model, you're viewed as trustworthy if the sum of your: credibility + reliability + intimacy exceeds your self-orientation. Let's break it down:
Credibility: your knowledge • Do you have the skills? • Do you bring credentials? • Are you a domain expert in the field?
Reliability: your actions • Can I count on you? • Will you do as you promise? • Can I trust you with my information?
Intimacy: the relationship • Is there perceived safety? • Is there a personal connection? • Are you comfortable with each other?
Then, below the line, you find self-orientation. Are you on the same team? Are you perceived as selfish, or do people feel you have a common goal?
Next, let's make it practical! To increase credibility, these things contribute: • Previous results • Endorsements or referrals • Degrees, titles, and certificates • Earlier experiences with you in this field Above all: do you really know what you're talking about?
For reliability, it's pretty straightforward. This is easy to demonstrate by: • Being on time • Communicating clearly • Delivering when you said you would • Make yourself fit in - "people like us, deal with people like us" Just do as you promise.
Create appropriate intimacy. This is what takes the relation beyond transactional. • Create safety • Find common ground • Be authentic & intentional • Open up or ask about (appropriate) private things Tip: scan someone's office, and ask about their pictures.
This one is personal for me. As a climber, I literally put my life (the rope) in someone's hands. The first few times, it's awkward, and you play it safe. But it builds intimacy like no other. Why? Trust. All my climbing partners pass the "date my daughter test".
Finally: self-orientation This is all about how you are perceived. • Show real interest • Be supportive and ask for help • Put the other person in the spotlight, make it about them Tip: get on the same side of the table. Both physically & metaphorically.
The top parts add up: High credibility & intimacy can make up for lower reliability. But the bottom does not! Ace the top three while being selfish? No trust! Want more? The formula comes from this book:
amazon.com/Trusted-Adviso…
TL;DR: Trust is the universal currency of life, and is often overlooked in business. Build it by improving: • Intimacy • Reliability • Credibility and don't ruin it by being selfish.
If you liked that, you'll love what's to come next. • Follow @polak_jasper and learn to turn strategy into results • Retweet this thread to help your audience build more trust:
