KEY #3Whether People Trust You Is Often up to You

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Mutual trust is part of the DNA of any effective business relationship. It is unspoken and based on what one friend called truth over time. As Bruce Barnes, former CIO, says, “In my football days, there were people I played next to whom I never had to look at to know exactly where they were and what they were doing. I just knew because we’d done enough together that I knew what they were thinking and how they were responding to given situations. As a result, collectively, we could anticipate with confidence and purpose. The same is true in an effective business relationship.”1

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