Entry
Establish authentic relationships and build trust from the first contact. The Entry phase sets the foundation for a successful consulting engagement.
The Trust Equation
T = (C + R + I) / S
Trust is built through Credibility, Reliability and Intimacy, while minimizing Self-Orientation
Credibility (C)
Has to do with our words and expertise.
"I can trust what she says about intellectual property; she knows her stuff"
Reliability (R)
Has to do with our actions and dependability.
"If he says he'll deliver tomorrow, then he will; he's dependable"
Intimacy (I)
Refers to the safety of entrusting someone.
"I can trust her with that information; she would never embarrass me"
Self-Orientation (S)
Whether focus is on self or client.
"I don't trust him - he's got his own agenda"
Five Teaming Behaviours
1. Speaking Up
Communicating honestly and directly by asking questions, acknowledging errors, raising issues and explaining ideas.
2. Experimenting
Taking an iterative approach that recognises uncertainty in interactions and possibilities.
3. Reflecting
Observing, questioning and discussing processes and outcomes on a consistent basis.
4. Listening Intently
Working hard to understand the knowledge, expertise, ideas and opinions of others.
5. Integrating
Synthesising different points of view to create new possibilities.