Trust is the foundation for executive presence. Last week I shared with you a blog post about the trust equation, from the book The Trusted Advisor by Maister, Green and Galford (New York: First Touchstone, 2000.) I love this equation because it takes a concept as nebulous as trust and makes it real by attaching numbers to rate the quality of each factor:
Trust = Credibility + Reliability + Intimacy
In other words, use an example of a relationship with a subordinate or a team member, one you deal with on a regular basis. Give each factor a rating from 1 to 10.
- How much credibility do you have with this person?
- How much reliability is there between you two?
- How close, open and honest are you with each other?
Add up the three numbers. Next, rate your degree of self-orientation, how much of yourself you insert into your conversations. Are you pretty much self-oriented, focusing on what you think and you want the person to do? In the case of a direct supervisor, you may rank as highly self-oriented because of the purpose of your job. Or, if you have a more coaching leadership style, so you may rate yourself with lower self-involvement as you encourage the other person to come up with solutions.
Take that self-orientation number and divide it into the sum of the other three factors. In their study, the authors showed that a “5” equates to a long-standing trustful relationship while a “1.25” is a low trust score.