Management Assistance Program

The Client’s Trust is a Most Important Asset

By Jim Calloway

It is important for a lawyer to have their client’s trust, particularly when important decisions must be made. While we all appreciate what building trust with our clients entails, few have examined the elements of improving trust. In The Trust Equation: The Most Important Formula for Developing New Business, Jay Harrington discusses his thoughts on the trust equation. Among the authorities he references is The Trusted Advisor, a classic in attorney-client relationship management, which recently published its 20th Anniversary edition. While the authors’ trust equation formula looks complex, it contains common sense observations that are easy to understand. I appreciate Jay sharing that formula and his thoughts on it with a new audience.