I would like to introduce you to CAT – A Trust Measurement Tool now available for FREE in your Windows Store. CAT, an acronym for Comprehensive Advisory and Trust Index, is a self-improvement tool to measure the level of trust that your customer sponsor has in you as a consultant. As consultants, we are always trying to get to that “Trusted Advisor” status with our customer for at least three levels of objectives: (1) Individual – Renewability, Billability, etc. (2) Account – pull through of services, devices and software and (3) your employer – long term relationship with the customer, technology partner of choice, etc.
The concept behind CAT is explained in the screenshot (taken from the app) below. Trust is a very complex concept that psychologists have struggled to measure even in a personal sphere (spousal, family, friend relationships). There is negligible research in the measurement of trust in a business relationship. After researching this topic for well over a year, I have attempted to quantify this using six different facets: Predictability, Dependability, Faith, Competence, Intention and Communication. The tool asks you a series of questions that address symptoms of “trustful” behavior and gleans the level of trust based on your responses.
The app can be found here:
· I would encourage you to download this app and use it to measure the efficacy of your relationship with your customer.
· GO through the concept screen (click on the concept link at the bottom of the main screen)
· GO through the tutorial as you familiarize yourself with the app (again, click on the tutorial link at the bottom of the main screen)
· Ideally, I would suggest you calibrate yourself using this tool every few weeks and watch as you trend towards a positive and fruitful partnership over time.
· Use it as a self-improvement tool to improve the “stickiness” of your engagements.
While I have significant experience as a consultant/advisor, I certainly do not claim to be an expert. In that light, I look to you to provide feedback and improve the tool. I would appreciate if you can provide project specific data (anonymous data, of course) as I beef up the “validity” and “reliability’ of this instrument.
Thanks for downloading and using CAT. Enjoy.