Creating the Perception That You Are On the Same Page
Recent CFO magazine article on creating trust comments on several techniques and approaches:
1. Mirroring gestures and language creates perception of being on the same page.
2. Face-to-face communications trump email.
3. Detailed “contracts” lead to going back to the contract instead of you.
Trust seems to require honesty which, the article implies, isn’t the most important thing. I do mirroring naturally for some reason and it intensifies if I am passionate and honest. I agree with the face-to-face comment, but as I have written, email can be used to elicit certain responses to overcome an impasse. The detail in a contract can disrupt trust but you should cover all your bases. My way of dealing with that in the consulting world is to write as short a statement of work as possible with all the legal and gotcha mumbo jumbo in an appendix.
I feel that the bottom line with trust is simply having and developing an honest, passionate interest in what the other person is interested in. How have you developed trust? How is trust in a business-to-business relationship different from trust on a project team? Does trust demand honesty? Can your personal interests destroy trust?
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