Three criteria make trust possible: telling the truth, taking the time to develop a relationship and explore each other’s needs and expectations, and being personally accountable for doing what you promise.
Most of us in business don’t intend to lie to our partners. But we sometimes avoid telling the whole story to be polite or perhaps to hide something unflattering to ourselves. Telling the truth means facing up to reality. Don’t put a spin on matters of importance. Don’t exaggerate what you’re willing to do or contribute. The Assess Stage of Partnership Development cannot succeed without this kind of healthy self-view. You need to be strong enough to admit mistakes, acknowledge weaknesses, and ask for help. The more truth you both can share, the more trust you’ll develop.
A recent experience illustrates how trust is a keystone in building alliances. I have worked with NASA’s Goddard Space Flight Center to help them build a partnering culture. The center’s director, Al Diaz, clearly understands and articulates the importance of partnering to the success of the organization’s mission.