The Trust Equation

In this video, David talks about “The Trust Equation“, developed by Charlie Green in his excellent book, The Trusted Advisor.

The Trust Equation states that trustworthiness is determined by four key factors:

📌 Credibility + Reliability + Intimacy
➗ Self-Orientation

Understanding and applying this formula can help leaders build stronger, more authentic relationships in the workplace.

Breaking Down the Trust Equation

1️⃣ Credibility

Are you knowledgeable and skilled in your field? Do people trust the information, experience, and expertise you share? Being credible means demonstrating competence and ensuring your words carry authority.

2️⃣ Reliability

Do you follow through on commitments? Can people count on you to do what you say you will do? Reliability is about consistency—turning up on time, keeping promises, and delivering results.

3️⃣ Intimacy

Intimacy in this context means empathy, openness, and vulnerability. It’s about showing that you genuinely care, admitting when you don’t have all the answers, and taking the time to understand what truly matters to others.

4️⃣ Self-Orientation (The Trust Killer)

This is the denominator in the equation. High self-orientation means you are too focused on yourself rather than others. If people sense that you are only looking out for your own interests, their trust in you decreases. The key to building trust is shifting from a self-orientated mindset to an other-orientated approach—where you genuinely prioritise the needs and concerns of those around you.

Applying the Trust Equation in Leadership

Trust is essential in today’s work environment. To evaluate your own trustworthiness, ask yourself:

✔️ Am I credible? Do people trust my expertise?
✔️ Am I reliable? Do I keep my commitments?
✔️ Do I show genuine care, empathy, and vulnerability?
✔️ Am I self-orientated or truly focused on others?

By improving in these areas, you can enhance trust, strengthen relationships, and become a more effective leader.

Final Thoughts on the Trust Equation

Trust is not built overnight—it is earned through consistent actions. By applying the Trust Equation, leaders can foster strong, meaningful connections in both their teams and organisations.

💡 So when it comes to Trust and Leadership – Stay curious!

You can watch more of our short videos here.

With best regards,

David Klaasen

Talent4Performance help business leaders clarify complexity. We inspire people and drive continuous performance improvement, so they can convert thinking into action and results.

©David Klaasen – 2025