In deals and advisory work, competence gets you in the room. Trust keeps you there.
From The Trusted Advisor by Maister, Green & Galford, the Trust Equation breaks down why some relationships thrive while others stall:
Trust = (Credibility + Reliability + Intimacy) ÷ Self-Orientation
- Credibility is what you know — your track record, insight, experience.
- Reliability is consistency — doing what you said, when you said.
- Intimacy is the comfort clients and buyers feel sharing the truth.
- Self-orientation is the silent killer — when the client or buyer senses you’re more focused on your own win than theirs.
At Hemisphere Partners, we see this every day. The most successful transactions aren’t just about valuation models or due diligence checklists — they’re about the trust capital between all the parties.
Trust smooths negotiation, unlocks candour, and accelerates decision-making. It’s not a soft skill; it’s a hard advantage.
We’ve found that credibility opens the door, reliability builds confidence, and intimacy cements alignment — but only when self-interest stays in check.
In advisory, trust isn’t a by-product. It’s the product.