| Barry came into my office and sat down in the chair. | | | | him to be untrustworthy? Question # 2: What actions |
| Barry was the last holdout. I needed Barry. He was the | | | | would John need to take next time that he is not |
| loyal leader of the opposition. He was a supervisor and | | | | taking to prove that he is trustworthy? Barry, I don't |
| his team produced. I knew, absolutely knew that we | | | | expect you to answer those questions now. Can you |
| could break records and in this economy if I could get | | | | make another meeting at 8:30 next Friday to give me |
| Barry to understand that I was trustworthy. | | | | answer? And if you can't give me an answer to |
| It had been four months since I had taken over the | | | | question #1 or question #2, actions I can to take to |
| department and everyone else had come around. It | | | | prove my trustworthiness, I would like you to man up |
| had taken a while to walk the walk to trust. I had | | | | and trust me. Trust and check. Trust and verify. I am |
| surprised the staff by making fewer promises. | | | | not your former boss or the one before that or the |
| Shocked them keeping all of them. And then I had | | | | one before that. I am me. I trust you and verify. I want |
| repeatedly driven home the point starting my meetings | | | | you to do the same." |
| on time and sticking to the agenda and stopping a | | | | Barry sat there for a few seconds with a puzzled |
| minute early. | | | | expression on his face. Then he smiled and said, "It's a |
| I had asked Barry to come back to my office after | | | | deal John." |
| the previous week's meeting. Barry had sat down, | | | | That was Friday morning. The next Monday morning |
| openly friendly enough. I had seen him with other | | | | after I had said hello to the few members of the team |
| people on his staff, those that he did trust, and that | | | | that beat me in to the office, Barry walked into my |
| Barry was the one I wanted on my team. The one | | | | office and said, "John, can a take a few minutes?" |
| who trusted and checked and kept his word. | | | | I always kept the first half hour Monday open for |
| "Barry, I have asked you in to tell you what a great job | | | | scheduled emergencies. "Sure, Barry," I said. |
| you did on the Jones account. We could have very | | | | Barry looked more relaxed than I could every |
| easily lost that business, a piece of business that is vital | | | | remember him being around me. "I thought long and |
| to us, if you hadn't established such a strong bond with | | | | hard about what you said Friday and I got home. |
| the client. Thanks!" | | | | Talked it over with my partner. I thought they were |
| "Just doing my job, John" | | | | great questions. As far as number #1 the answer is |
| "And you do your job very well. And that brings my to | | | | nothing. As far as number #2, the answer is nothing |
| my other reason for asking you in Barry. Remember | | | | except for one thing." |
| last week what it was going to take for you to trust | | | | "What's that Barry?" |
| me and you said, "Time." | | | | "I'd like you to buy me, Becky, Susan, Ted, Ted Junior, |
| "I remember John." | | | | Achmed, Hong, and Natasha one beer each Friday |
| Barry was a man of few words. "How much time | | | | night at Rick's Place. Oh and you are right. I am going |
| Barry?" | | | | to man up and trust you. The beer is just for fun." |
| One of the things that I like about Barry was his habit | | | | With that he stood up shook my hand and walked out |
| of pondering a question. And repeating questions to | | | | of the office relaxed and smiling. Not nearly smiling as |
| make sure he understood the words and intent of the | | | | much as I was. |
| speaker. | | | | Action Items. If you have people who have no reason |
| "You are asking me how much time it will take for me | | | | not to trust you and they tell you it is going to take |
| to trust you?" | | | | time, tell them. |
| "Right," I said. | | | | |
| "Man, that is a tough question to answer. You and I | | | | 1. I beg to differ. Time, absent proof for or against, will |
| have talked over my history here and at the last place. | | | | prove nothing. |
| You know I was passed over for your job, promised it | | | | 2. Show me how I can prove to you that I am |
| in fact. And at the last place, and the one before, I was | | | | trustworthy by either: |
| lied to and thrown under the buss. I am a little cynical." | | | | 3. Telling me what actions I need to take to |
| 'Barry here is what I would like you to do. I know your | | | | demonstrate that I am trustworthy. |
| memory is good and I would still like you to take notes | | | | 4. Or telling me what actions to stop that demonstrate |
| here." | | | | that I am not trustworthy. |
| Barry was taking notes all along. A handy habit | | | | 5. Follow through on what your people tell you and |
| developed through years of being burned. "Go John." | | | | enjoy your well deserved reputation! |
| "Question # 1: What actions is John taking that show | | | | |