TRUSTGAP
Your Next Steps
Turn what you've learned into action. These practical next steps can help you close potential gaps and build stronger, more trust-based relationships.
Start with the Right Questions
A difference in priorities doesn't mean a client doesn't trust you. It's a reason to ask better questions, understand the risks they're taking, and decide where your attention will matter most.
ASK YOUR CLIENT
Action Ideas by Dimension
Four ways to make what matters visible. Focus first on what your client values most.
Reinforce what you stand for.
Show how you make decisions when doing the right thing is difficult.
- Make your non-negotiables clear.
- Be transparent about limitations and trade-offs.
- Show how your principles guide difficult decisions.
Demonstrate what you can do.
Give clients evidence of the knowledge and ability they need.
- Share results relevant to their circumstances.
- Show the expertise behind your recommendations.
- Invite independent validation when appropriate.
Make it predictable.
Reduce the oversight others need to feel confident relying on you.
- Set clear expectations—and meet them.
- Communicate changes before clients have to ask.
- Make reliable experiences repeatable.
Show you can deliver—now and next.
Help clients judge your ability to meet future needs, not just past ones.
- Be specific about available resources and attention.
- Set realistic limits and commitments.
- Explain how you'll adapt if their needs change.
Three Things to Do Next
Share what you think matters to your client. Ask what you've missed.
Compare what you say matters with the choices people actually make.
Priorities change as circumstances and risks change. Check again.
A Final Thought
You don't get to decide whether you're trustworthy. That judgment belongs to someone else. The work is to understand their standards—and give them reason to rely on you.
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