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Worksheet: Use the Trust Equation to Transform Your Relationships Bring to mind a key stakeholder (e.g.. client, prospect, colleague, staff member) with whom you'd like to have an improved-or even transformed-relationship. My stakeholder: Now score yourself in that relationship, using a scale of one 1 to 5 , on each of the four variables of the Trust Equation. How credible does your stakeholder perceive you to be? How reliable? Intimate? Focused on him or her? In the numerator, 5 is your highest score and 1 is lowest; in the denominator, 1 is your highest score and 5 is lowest. sC+R+1 Next, do the math: What is your Trust Quotient for this relationship? Plot it on the spectrum below. (Note that the median is skewed left. So of a possible .6 - 15 , if you score a 7 , that's actually very good.) For each variable where your score is relatively high (4 or 5 for credibility, reliability, and intimacy, or 1 or 2 for self-orientation), what contributes to your success? For each variable where your score is relatively low ( 1 or 2 for credibility, reliability, and intimacy, or 4 or 5 for self-orientation), in what ways might you close the gaps? Tip: Share your assessment with your stakeholder and get her feedback