THE TRUST EDGE by David Horsager 簡介（ZT)
In "The Trust Edge," David Horsager reveals the foundation
of genuine success--trust. Based on research but made
practical for today's leader, "The Trust Edge" shows that
trust is quantifiable and brings dramatic results to
businesses and leaders. In this book, Horsager teaches
readers how to build the 8 Pillars of Trust:
1. CLARITY: People trust the clear and mistrust the
ambiguous.
2. COMPASSION: People put faith in those who care beyond
themselves.
3. CHARACTER: People notice those who do what is right
over what is easy.
4. COMPETENCY: People have confidence in those who stay
fresh, relevant, and capable.
5. COMMITMENT: People believe in those who stand through
adversity.
6. CONNECTION: People want to follow, buy from, and be
around friends.
7. CONTRIBUTION: People immediately respond to results.
8. CONSISTENCY: People love to see the little things done
consistently.
When leaders learn how to implement these pillars, they
enjoy better relationships, reputations, retention,
revenue, and results.
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THE TRUST EDGE: How Top Leaders Gain Faster Results, Deeper
Relationships, and a Stronger Bottom Line by David Horsager
INTRODUCTION
Mergers, downsizing, and globalization have accelerated the pace of
change in organizations, creating a crisis of trust that didn't
exist a generation ago."
--Robert F. Burley, Fordham
We are in a crisis. And our biggest crisis is not the financial
one. In 2009 at the World Economic Forum in China, world leaders got
it right when they declared that our "biggest" crisis is a lack of
trust and confidence. We are in a "trust crisis" and organizations
are slow to realize the bottom-line implications.
Trust has always been fundamental to genuine success of any kind.
However, it has not been labeled as such. People seldom talk about
trust as a competency to learn and practice. That is changing.
Almost overnight, trust found its way into the public limelight
specifically because it has been so hard to find. From massive fraud
in business to scandals in politics and athletics, the headlines
point to a persistent problem of modern life and business--we're
lacking in trust. Meanwhile, the world is "flattening" in many
respects. Cultures are meeting and expanding in ways that weren't
possible even a decade ago. But globalization isn't a free ride. The
mega-mergers and open markets have aroused new suspicions and
misunderstandings. We can reach across borders, but we don't know
how to be trusted by the people we find on the other side.
In the twenty-first century, trust has become the world's most
precious resource.
Trust can accelerate and mistrust can destroy any business,
organization, or relationship. The lower the trust, the more time
everything takes, the more everything costs, and the lower the
loyalty of everyone involved. By contrast, greater trust brings
superior innovation, creativity, freedom, morale, and productivity.
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Trust is a requirement for strong friendships, families, and firms.
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Before I started my graduate research based on trust, I had been
trying to identify the uniqueness of top leaders and organizations.
Top leaders were defined as those who not only were successful
financially, but also had a significant positive influence on the
lives of those they served over a period of time. Top leaders left
individuals and organizations measurably better than they found
them. What made these leaders and organizations unique? They all had
one common trait--trust. I found that trust is not a soft skill. It
is a measurable competency that brings dramatic results. It can be
built into an organization's strategy, goals, and culture.
My experience, fueled by this fresh research, led me to a
fascination with the bottom-line impact of trust. I began a journey
to research the commonalities of the most trusted leaders and
organizations. The journey has resulted in this book, based on
research, but made very practical with stories, anecdotes, and
simple practical steps to help you gain the "trust edge."
Read each chapter of "The Trust Edge" and think about how you can
apply it. Take time to reflect and review. There are questions at
the end of the chapters to help you cement ideas and use them in
your situation. Better yet, meet in a group to brainstorm and act on
the best takeaways. My hope is that you will be inspired to
implement these strategies and thereby enjoy the great benefits of
trust in your life and organization.
THE PILLARS
If you visit the Roman ruins or the synagogue in Capernaum, you will
see that many parts of the structures have crumbled, but the pillars
still stand. Pillars hold something up. They are strong, solid, and
lasting. In the years I've spent studying the underlying connection
between success and trust, I've identified eight key areas that are
best described as pillars. They hold up, or support, the trust edge.
These pillars are significant for anyone interested in building
support for genuine success.
TRUST AFFECTS YOU
No matter what your role is, trust affects your influence and
success. It has an impact at every level of business, from Fortune
500 leaders to a family-owned general store. It affects teaching
outcomes and political votes. Those who are trusted are effective.
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"Without trust, influence diminishes."
--Vanessa Hall, Australian management expert and author
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Impact of having the trust edge:
* Leaders will see expanded influence and increased morale.
* Managers will see greater productivity and increased commitment
from teams.
* Salespeople will see increased engagement and results.
* Service experts will see enthusiastic recommendations and loyal
customers.
* Parents will see more peace and freedom at home.
* Teachers will see more respect, impact, and classroom control.
THE MAIN POINT
Though we will discuss trusting others later in the book, helping
individuals and organizations become trusted is the main point.
Resist the urge to think about others and whether or not they
deserve to be trusted. Take responsibility for "yourself." When you
focus on increasing "your own trust edge," you will enjoy greater
success and impact. When you change yourself, you have the best
chance of affecting your organization, your family, your
relationships, and even your world.
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