Establishing Trust

How to Assess Trust and Establish Trustworthiness - Alan McNab

In Chapter 8 of 17 in his 2010 Capture Your Flag interview with host Erik Michielsen, customer advocacy marketing executive Alan McNab shares how to assess trust and establish trustworthiness in business relationships. He highlights four key areas of assessing trust using four types of action: reliability, expertise, presence, and sincerity. He provides an example of how this framework operates by drawing on his experience working at Cisco. McNab holds a BSEE in Electrical Engineering from Santa Clara University and an MBA from Trinity College in Dublin, Ireland. He has worked in various technology marketing roles at Hewlett-Packard, Cisco, Motorola, and is now Vice President, Customer Advocacy at NCR based in Dublin.

How Customer Advocacy Impacts Marketing Strategy - Alan McNab

In Chapter 4 of 17 in his 2010 Capture Your Flag interview with host Erik Michielsen, customer advocacy marketing executive Alan McNab defines customer advocacy and details its marketing strategy impact. The power of a customer reference can be an indispensable marketing tool. Creating a culture of customer advocacy, where customers take a stand for a company and its product, can be a tremendous strategic asset for a company. McNab holds a BSEE in Electrical Engineering from Santa Clara University and an MBA from Trinity College in Dublin, Ireland. He has worked in various technology marketing roles at Hewlett-Packard, Cisco, Motorola, and is now Vice President, Customer Advocacy at NCR based in Dublin.

How Sales Skills Apply in Executive Coaching Career - Garren Katz

In Chapter 13 of 13 in his 2010 Capture Your Flag interview with host Erik Michielsen, executive and private life coach Garren Katz shares how his sales skills apply in his executive and life coaching practices. Katz notes the fundamental need to establish trust and its applicability across both professions. He highlights early career examples selling roofing and establishing trust in relationships to help customers make big financial decisions. Katz is a graduate of Western Michigan University and coaches clients on areas such as entrepreneurship, relationships, and personal finances. Learn more about Garren at http://about.me/garrenkatz .

How Sincere Actions Establish Trusting Relationships - Garren Katz

In Chapter 5 of 13 in his 2010 Capture Your Flag interview with host Erik Michielsen, executive and private life coach Garren Katz shares how actions and caring establish trusted relationships. He understands people can tell when you are sincere and when you are not. He places a priority on caring - emotional, intuitive, and intellectual - when building relationships. That care establishes the true trust. Garren is a graduate of Western Michigan University and coaches clients on areas such as entrepreneurship, relationships, and personal finances. Learn more about Garren at http://about.me/garrenkatz .

What Makes a Good Business Partner - Jason Anello

In Chapter 11 of 15 in his 2010 Capture Your Flag interview with host Erik Michielsen, entrepreneur, creative director, and experience marketer Jason Anello shares why a good business partner is someone you can inherently trust. Trust creates a stable base that allows for more open conversation through good times and bad. By understanding partner strengths and weaknesses, Anello and his team can run the business more efficiently. Anello is the co-founder of non-traditional marketing agency Manifold Partners - www.wearemanifold.com . He is the co-founder of Brooklyn-based supper club Forking Tasty - www.forkingtasty.com . Previously he held creative leadership positions as an Ideologist at Yahoo's Buzz Marketing team and as an associate creative director at Ogilvy & Mather - www.ogilvy.com . Anello is an alumnus of the University at Albany - www.albany.edu .

Why Events Matter to Brand Marketing Strategy - Phil McKenzie

In Chapter 12 of 12 in his 2010 Capture Your Flag interview with host Erik Michielsen, media and publishing entrepreneur Phil McKenzie walks through why events, when done well, can be transformative brand marketing tools. Events can establish trust, build relationships, strengthen loyalty, and do so in a positive way. McKenzie highlights an example of how a Mad Men Clorox ad created a meaningful connection to its audience. He then shares his experience creating a Jaguar XJ product launch event at New York's Classic Car Club.  Phil McKenzie graduated from Howard University and earned an MBA from the Duke University Fuqua School of Business.  Before starting FREE DMC and the Influencer Conference, McKenzie worked for eight years in sales and trading at Goldman Sachs.

Why Respect Matters to Small Business Success - Phil McKenzie

In Chapter 3 of 12 in his 2010 Capture Your Flag interview with host Erik Michielsen, media and publishing entrepreneur Phil McKenzie shares why respect matters in a small business environment. McKenzie notes relationships cannot work unless mutual respect exists across parties. He draws comparison to corporate organizational charts and their purpose to systematically define success. In entrepreneurial environments, McKenzie also believes structure is critical and works with partners to define roles and responsibilities in a way that are mindful, transparent, and sincere. The result is greater trust across the team and improved performance. Phil McKenzie graduated from Howard University and earned an MBA from the Duke University Fuqua School of Business. Before starting FREE DMC and the Influencer Conference, McKenzie worked for eight years in sales and trading at Goldman Sachs.

Why Distinct Roles Matter Building a Business Partnership - Phil McKenzie

In Chapter 2 of 12 in his 2010 Capture Your Flag interview with host Erik Michielsen, media and publishing entrepreneur Phil McKenzie shares why it is important to have distinct roles in a business partnership. The roles create the accountability, efficiency, focus, and trust that allow the business to be more successful. McKenzie shares detailed role definition applies in his collaboration efforts with business partner Todd Triplett creating a magazine. Phil McKenzie graduated from Howard University and earned an MBA from the Duke University Fuqua School of Business. Before starting FREE DMC and the Influencer Conference, McKenzie worked for eight years in sales and trading at Goldman Sachs.

How to Be Successful in Sales by Building Trusting Relationships - Geoff Hamm

In Chapter 3 of 16 of his 2010 Capture Your Flag interview with host Erik Michielsen, online media sales executive Geoff Hamm shares how developing a relationship and establishing trust enables long-term success in a sales career. Hamm graduated from the University of Illinois - http://illinois.edu/ - and is now SVP of Sales at at Scribd http://www.scribd.com/ in Silicon Valley. Previously he held online sales management positions at Electronic Arts, Yahoo!, Orbitz, IAC, and Excite.

How to Convince Large Brands to Invest in Unproven Technology - Geoff Hamm

In Chapter 12 of 16 of his 2010 Capture Your Flag interview with host Erik Michielsen, online media sales executive Geoff Hamm highlights the importance of relationship, trust, and accountability when selling unproven new technologies into large Fortune 500 clients. Over 15 years selling online advertising, Hamm learns how to build more trusting relationships by working through difficult times with clients. Hamm graduated from the University of Illinois - http://illinois.edu/ - and is now SVP of Sales at at Scribd http://www.scribd.com/ in Silicon Valley. Previously he held online sales management positions at Electronic Arts, Yahoo!, Orbitz, IAC, and Excite.

How Venture Capitalist Uses Finance Skills in Wildlife Conservation - Josep Oriol

In Chapter 10 of 11 in his 2010 interview with Capture Your Flag host Erik Michielsen, East African venture capitalist and conservation investor Josep Oriol details how he acts as an interpreter between a business culture and a wildlife conservation effort. Oriol recognizes an extractive nature of business not focused on environmental sustainability and the resulting conservationist mistrust of businesspeople. Oriol then uses his business skills, namely financial management tools, to help wildlife conservation efforts be more sustainable and economically viable.

Why to Hire Talent You Respect But Do Not Necessarily Understand - Steph Redlener

In Chapter 9 of 10, creative talent agent Stephanie Redlener shares why companies should hire candidates they respect but do not necessarily understand. Redlener believes the world is in need of innovators and changemakers given the speed of change. By hiring the same type of people, organizations face difficulty thinking differently. Redlener finds companies who hire on shared values, not viewpoints, do well building innovative cultures and superior performance. Redlener is an advertising industry recruiter for The Talent Business (http://www.thetalentbusiness.com).

What Are Myths and Realities in a Reporter and Editor Relationship - Yoav Gonen

Yoav Gonen returns to Capture Your Flag to build upon his 2009 interview with a 2010 conversation with host Erik Michielsen. In Chapter 12 of 17, Gonen, a New York Post education reporter, shares his perspective on myths versus realities in the newspaper reporter and editor relationship. Journalism school taught Gonen to expect a hands-on relationship between the editor and journalist. In reality, Gonen learned editors function more like movie directors, managing many moving parts and budgeting time and attention accordingly. As a result, autonomy, independence, and, especially, trust are central to the editor and reporter relationship. Before starting his New York City newspaper reporting career, Gonen earned his BA in English from the University of Michigan and his Masters in Journalism from New York University.

How Journalist Maintains Credibility When Interviewing Sources - Yoav Gonen

Yoav Gonen returns to Capture Your Flag to build upon his 2009 interview with a 2010 conversation with host Erik Michielsen. In Chapter 4 of 17, Gonen, a New York Post education reporter, shares how he maintains credibilty in his reporting role. He tries to be as open and forthcoming as possible when gathering information and interviewing sources. He finds there is an art to sharing information, however, to get a complete response from a source. Gonen earned his BA in English from the University of Michigan and his Masters in Journalism from New York University.

Why Managing International Project Teams Starts With Trust - Michael Olsen

In Chapter 6 of 16, social entrepreneur and technology consultant Michael Olsen shares how lessons learned doing software consulting have taught him the importance of building trusted relationships managing international projects. Olsen's non-profit, Kilifi Kids (www.kilifikids.org) works with a Kenyan team to execute initiatives. While Kenya carries a corruption stigma, Olsen has identified groups, specifically Kenyan Rotary Clubs, to provide a trusted foundation for money transfer, project staffing, and initiative execution. As a result, the organization continues to effectively roll out education and public health programs to support children, from scholarships to deworming to mobile health care.

Courtney Spence on How Curiosity and Listening Inform Successful Storytelling

In Chapter 6 of 15 of her 2010 Capture Your Flag interview, non-profit executive and Students of the World founder Courtney Spence answers "What have you learned about successful story telling through your nonprofit efforts?" Spence shares how listening and curiosity enable more successful storytelling. Spence has learned this over time creating her non-profit, Students of the World, that sends student documentary filmmakers abroad to work with Non-Governmental Organizations (NGOs) and the communities they serve across the globe. She highlights how both curiosity and listening provide individuals the space and security to open up and share their story.

Transcript:

Erik Michielsen: What have you learned about successful story telling through your nonprofit efforts?

Courtney Spence: I think the most important aspect to successful story telling comes from an honest and sincere sense of curiosity and from listening. I think a lot of times you read in books and you read articles and you go into a situation and you think you know the issue or you know the organization but we really tell our students to arm yourself with this knowledge but once you get to the ground and you meet the individuals that are dealing and facing these battles everyday, throw everything that you thought out the window and spend some time to just get to know the person, get to know where they live, get to know their families, really before you try and tell their story for them let them tell their own story and I think that that is hard to do in this day and age but I also think that when you find yourselves in these opportunities, particularly with the right individuals, they will open up so that you will be struck with the stories that come from them.

How to Contribute in a Parent-Teacher Association - Kyung Yoon

In Chapter 18 of 18, non-profit executive and spokesperson Kyung Yoon highlights how parents can make a contribution to a Parent-Teacher Assocation (PTA). Not only does Yoon encourage others to apply their skills within a PTA, she also believes, at a more fundamental level, that consistent contribution creates a lasting difference. Consistent enthusiasm, responsiveness, presence, and contribution build trust and earn responsibility.

How to Establish Trust When Making a First Impression - Slava Rubin

In Chapter 16 of 16 in his 2010 Capture Your Flag interview, IndieGoGo co-founder Slava Rubin answers "How Do You Build Trusting Relationships?" Rubin discusses why the first several seconds are critical when meeting someone and how he presents himself to create a lasting good impression.  Direct eye contact and an honest approach help Rubin lay a strong foundation whereupon he may build trust with someone over time.

Slava Rubin is CEO and co-founder of Indiegogo, the world's largest crowdfunding platform. Indiegogo empowers anyone, anywhere, anytime to raise funds for any idea—creative, cause-related or entrepreneurial. Prior to Indiegogo, Rubin worked as a management consultant. He earned his BSE degree from The Wharton School, University of Pennsylvania.

Transcript:

Erik Michielsen:  How do you build trusting relationships?

Slava Rubin:   Well, the interesting thing is that they say that trust is established within the first seven seconds of interacting with somebody and then it takes at least thirty days to be able to change what that person perceived with the first seven seconds.  Which is like an amazing thing.  I try to do a lot of eye contact.  A lot of directness. A lot of honesty.  After that, it`s really hard to control what that person is going to think, but a lot of lead by example and try not to fake things or lie about stuff.