A great tool to conceptualize and practically cultivate trust with a new partner is the Trust Equation.

The trust equation has 3 numerators and 1 denominator:

Trust = [ Credibility x Reliability x Intimacy ] / Self-Orientation

where:

Credibility is sound technical capacity and knowledge on a subject

Reliability is about keeping promises and delivering on time

Intimacy is all about the frequency and quality of your human interactions Self-orientation is whether you focus on yourself (egocentric) or the client (client centric)

Training senior management members to improve their Trust Score is a fundamental aspect of building long term relationships with strategic partners and this ensures the sustainability of a company.