Phil O'Brien

Book Review - C.R.I.S.T. - Now I RELIABLY know who I should Trust!

I finished Chris Brogan and Julien Smith's book 'Trust Agents' while on holiday. It's inspirational, with nuggets and ideas throughout. I tried out a new method for marking up interesting points in the book, using Snopake Index Tab Arrow High Lighters, as you can see from the picture there were lots of gems! Think the arrows will work out more expensive than buying the book!

Trust AdviserThe book is definitely a 5 star rating – I really like their style and ethos. Key points being that you and any Brand should focus on building relationships – and sales will eventually come to you or your company. Becoming an Agent Zero (getting in the centre of things) is important. Also, they argued that it’s OK to break Dunbar’s number and have more than 150 contacts (but only in each different network).

My favourite section was the Trust Test. Chris and Julien have adapted a formula originally thought up by David Maister, Charles H. Green and Robert M. Galford in “Trust Adviser” (another one for my reading list!). They put forward that Trust has 4 components that can be put together in an equation that gives a value for trusworthiness! Cool… And here it is:-

(C x R x I)/S = T

So Trust is calculated by multiplying Credibility by Reliability by Intimacy and dividing by Self-Orientation.

Credibility = the quality of being convincing or believable. Higher score the better
Reliability = consistently good in quality and performance. They turn up on time.
Intimacy = the measure of the closeness of your relationship. Feeling comfortable with someone. It’s an emotional judgement
Self-Orientation = low self-orientation would be if you had enough confidence to recommend a better competitor. High self-orientation would be the guy who is only interest in you because they want to make a sale (and now!). Lower score is better here – as it’s divided in to the other factors.

It made me think about the people in my network who I inherently like – but often don’t totally trust. Later in “Trust Agents”, Julien and Chris hit the issue on the head – “RELIABILITY IS THE BIG SECRET”. Interestingly, the other factors are more linked to people’s character (and hard to change/train) – however, there is no real excuse for not being reliable (it’s a matter of personal commitment). None of us are perfect on that score (I have in my head a particular apology I need to send after completing this post to someone I forgot to thank for a bit favour – whoops!) – but reliability is the thing we all could work on to make sure we gain others trust.

Thank you Messieurs Maister, Green, Galford, Brogan and Smith for this equation and insight into Trust and Reliability in your Personal Network.


There are no comments for this article


Phil O'Brien Climbing Fish Phil O'Brien
Company: Climbing Fish
Position: Co-Founder
Entrepreneur - Catalyst - Connector. I love WOW projects! Currently exploring Future Work, Personal Networks & Visual Communication. Based in Bath, UK.

Latest Articles by Phil

July 20 | Zuckerberg is killing Gutenberg!
September 29 | Book Review - Personal Networking - Mick Cope

Article stats

30 Days: 0 articles, 0 views
All time: 0 articles, 0 views

    Follow me on Twitter


    Climbing Fish

    Connecting those that are looking for a bigger story  More info & Contact Details



    VPS 5-6 High Performance and Leadership Workshop VPS 5-6 High Performance and Leadership Workshop

    Develop and refine core skills and key leadership capability to achieve success and excel in VPS 5-6 level roles and beyond.

    Public Sector Tier 4, 5 & 6 Leadership Success Workshop Public Sector Tier 4, 5 & 6 Leadership Success Workshop

    Develop and refine core skills and key leadership capability to achieve success and excel in Tier 4, 5 & 6 roles and beyond.

    Agile Project Management Workshop Agile Project Management Workshop

    Understanding key Agile Project Management techniques and methodologies to improve project performance.

    APS 5-6 High Performance and Leadership Workshop APS 5-6 High Performance and Leadership Workshop

    Develop and refine core skills and key leadership capability to achieve success and excel in APS 5-6 level roles and beyond.

    Learning and Development Professionals Leadership Workshop Learning and Development Professionals Leadership Workshop

    Acquire and build on the key skills necessary to enhance your leadership performance.



    A leading full service digital marketing agency with hubs in Auckland and Sydney. Marrying digital design, technology and marketing, as a multi-disciplinary digital agency we deliver campaigns and creative that targets, captures, engages, convinces

    Reactive Reactive

    Reactive is an award-winning digital agency that provides digital strategy, user experience, web design and development services, offering creative excellence and technical innovation in the online space.

    ZapMe Mobile ZapMe Mobile

    ZapMe Mobile lets Brands Advertisers and Publishers easily distribute interactive mobile content using traditional advertising media, we are the glue that integrates creative ideas with complimentary technology.

    GTS Interactive GTS Interactive

    Leaders in international mobile applications ....Travel, Loyalty, Advertising, Marketing, Location, content rendering.

    Platform Interactive Limited Platform Interactive Limited

    Platform Interactive has an extensive and successful history with respects to Internet software development and project delivery. Since 2003 Platform Interactive has come to the forefront as an internet marketing and web software vendor.


    LATEST DIRECTORY LISTINGS Boost SEO - add your company for free

    Webpage MeBali Villa EscapesFast FirmsActuate IPRedback BootsStanley and Morph Video Production Company MelbourneMad Dog PromotionsProtonbits Software Pvt LtdCat Rubbish Removal