Issue #19 – The #1 factor in building lasting client relationships

Success in business isn’t just about what you know—it’s about who trusts you. The Trusted Advisor breaks down how to build deep, trust-based relationships with clients, colleagues, and partners.

One key insight? Trust isn’t built overnight—it’s earned through consistency, credibility, and genuine concern for others. The best advisors don’t just offer solutions; they listen, understand, and guide.

Maister, Green, and Galford introduce the Trust Equation: Trustworthiness = (Credibility + Reliability + Intimacy) ÷ Self-Orientation—a formula that shows how lowering self-interest and focusing on real value creates stronger connections.

Want to become the go-to person in your industry? Make trust your strategy, not an afterthought.

“People don't buy what you do; they buy why you do it."
— Simon Sinek

How can you ensure that your clients and colleagues feel truly heard and valued in your interactions?