You're Building Trust the WRONG Way (Trust Equation Explained)

The Trust Equation by David Maister is one of the most powerful frameworks for building client trust, yet most consultants are using it the wrong way. In this video, the Trust Equation is explained in detail, along with tangible, non-obvious advice on how to build trust as a consultant across all four drivers: credibility, reliability, intimacy, and self-orientation. Built on years of consulting experience, the principles apply directly to top firms like McKinsey, BCG, and Bain, where trusted advisor relationships make or break careers. Whether you are an aspiring consultant, a young professional, or a seasoned advisor, this guide will help you build stronger client relationships and earn lasting trust. Download the free slide review checklist I used in consulting myself: https://link.firmlearning.com/slidech... #trust #trustequation #howtobuildtrust Chapters 00:00 The Trust Equation Explained 02:11 The Expert Frame: Typical Mistake of Consultants and other Experts 02:51 Credibility: Are you a knowledgeable practitioner? 04:22 Reliability: Will you do what you promise to do? 06:05 Intimacy: Why an emotional connection matters 07:42 Self-Orientation: How to ruin it all 🎓 FOR INDIVIDUALS - MENTORING PROGRAM* With our Firm Learning Mentoring program, we can help you if you are i) a candidate looking to land your dream job, ii) a professional who is looking to advance in your career or iii) a leader supervising a team. We offer free initial consultations: https://link.firmlearning.com/individ... 💡 FOR TEAMS - CORPORATE TRAININGS* Heinrich offers corporate trainings on Communications, Slide Writing and Problem Solving. Learn more about opportunities to train your team: https://www.firmlearning.com/for-teams 📄 CV AND COVER LETTER TEMPLATE* Get a CV and cover letter template based on my own documents. With earlier versions of this CV and cover letter, I successfully applied to McKinsey as consultant: https://link.firmlearning.com/learning 📊 THINK-CELL - EXTENDED TRIAL* think-cell is the leading PowerPoint tool to create professional slides. It is used by many corporates and consulting firms around the globe. Get access to an extended free trial: https://link.firmlearning.com/think-c... 📩 NEWSLETTER Sign-up to the Firm Learning e-mail newsletter for more regular content: https://link.firmlearning.com/e-mail 💬 SOCIAL MEDIA Instagram: https://link.firmlearning.com/instagram TikTok: https://link.firmlearning.com/tiktok LinkedIn: https://link.firmlearning.com/linkedin Discord: https://link.firmlearning.com/discord Twitch: https://link.firmlearning.com/twitch Facebook: https://link.firmlearning.com/facebook NB: * Links are Affiliate or Sponsored links. I receive a fixed fee or revenue share whenever a purchase is made. The price for you stays the same. Thanks for your support! All views expressed on this channel are private opinions of this channel's creator Heinrich. This is NOT an official channel of any consulting firm.