Run time: 15 min

Description:

Most business-to-business (B2B) relationships are purely transactional, however, willingness to be vulnerable with other parties, and to work with them based on an assessment of their ability and credibility in their field, can result in a mutual value exchange and partnership development over time.

In this episode, Dr Mark Hollyoake explains his concept of the ‘S’ Curve of Trust, along which businesses can move as they share more information about one another and thus become increasingly interdependent.

Quote:

‘The more there's a common understanding and alignment, the more there is the sharing of plans and future aspirations that can make that initial transactional relationship far more immersive, and the two parties can work together for a common goal or a common good or for those mutual values.’

Resources:

Customer Attuned – The ‘S’ Curve of Trust – https://customerattuned.com/b2b-trust/the-s-curve-of-trust-1000-x-550px/

Chris Withers’ LinkedIn Profile: https://uk.linkedin.com/in/chris-withers-ab77761b

Dr Mark Hollyoake’s LinkedIn Profile: https://www.linkedin.com/in/markhollyoake/

About the Guest:

Dr Mark Hollyoake is an associate lecturer at the University of the West of England. He is also co-founder and Director of a customer management consultancy, Customer Attuned Ltd.

About the Host:

Chris Withers is the Broker Distribution Director for Ecclesiastical Insurance, and has over 25 years of experience in the industry. He previously worked for Covea and RSA.

Disclaimer

This guidance is provided for information purposes and is general and educational in nature and does not constitute legal advice. You are free to choose whether or not to use it and it should not be considered a substitute for seeking professional help in specific circumstances.

Accordingly, Ecclesiastical Insurance Office plc and its group companies (“Ecclesiastical”) and Customer Attuned Ltd., shall not be liable for any losses, damages, charges or expenses, whether direct, indirect, or consequential and howsoever arising, that you or any third party suffer or incur as a result of or in connection with your use or reliance on or action taken (or not taken) by any other party, caused by that or any other person’s use of or reliance on the information provided in this guidance, except for those which cannot be excluded by law.

In viewing the guidance, you acknowledge that over time the information provided may become out of date and may not constitute best market practice, that it is subject to change and new editions may be issued to incorporate such changes and that Ecclesiastical and Customer Attuned Ltd. have no duty to provide such changes.