INTERSECT Magazine

A big thank you to DESIGN MATTERS NATIONAL in Australia for the kind invitation to write this article in their magazine INTERSECT - exploring two essential frameworks for building strong client relationships in the built environment. At the heart of it all? Trust - the often invisible force behind lasting business success.

We all recognise the importance of trust in our personal lives, yet it’s so often overlooked in business. But trust isn’t just a nice-to-have - it’s a must-have. It’s not something to think about only when things go wrong; it’s something we need to nurture throughout every stage of a client relationship.

Many professionals agree that trust matters, but still find it hard to pin down. How do you actually build it? Can you measure it? And how do you spot the gaps?

The good news is: yes, you can. Trust can be understood, measured, and actively strengthened - with the right approach. In the article, I discuss two powerful models that can help: the Trust Equation and the Know/Like/Trust Principle.

You can read the full article here .