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:
http://apps.microsoft.com/windows/app/cat-a-trust-measurement-tool/a1b68f8b-310f-445a-9b51-1eb3199d395e
Usage Guidelines:
·
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.
