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Can Trust Be Explained Simply? The Equation That Changed How I Pitch
How the trust equation from The Trusted Advisor changed the way Patrick Ng pitches, and why self-orientation is the variable that decides whether an audience believes you.
Patrick Ng, Venture Creation Instructor & Deep-Tech Mentor
Drawing on Maister, Green and Galford's The Trusted Advisor, Patrick Ng breaks trustworthiness into credibility, reliability and intimacy, divided by self-orientation. The numerator builds trust; the denominator, a presenter's visible focus on their own interest, can undo it however credible or reliable they are.
He then maps the equation onto a pitch, a digital transformation plan or a startup story: name the audience and their needs to lower self-orientation, show how the idea benefits them to build intimacy, give a logical chain backed by data to build credibility, and describe a consistent path forward to build reliability.
Source
Catalogued by Spark Launchpad blog ›
More by Patrick Ng
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- The Foundation of Innovation
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- In Innovation, Go Slow to Go Long
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- Digital Transformation Transform People, Processes and Systems
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- Venture Storytelling
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