Anubhav Raina shares an evergreen post on building trust using the steps of supply chain management as a guide. 

Trust is a vague term & people use it in different contexts.

One good definition I’ve come across: “Trust is an individual’s ability to accept risk based on his or her expectations of another person’s behaviour.” (Source:

Thus, the aim in building trust should be to increase the counterparty’s risk-tolerance.

But remember- risk tolerance (by its very nature) is rooted in our evolutionary journey.

Using the SCM model, we can predict that risk-tolerance (aka trust) be earned by focussing on things that matter from an evolutionary POV as well.

To refresh your memory, there are three behaviours we discussed that arise from our collective evolutionary journeys:

  1. Creation of sense of self-worth
  2. Creation of in-groups, out-groups & anti-groups
  3. Obsession with gathering more resources

This particular article will lay out a framework for building trust through a focus on the last two behaviours. I.e., by demonstrating emotional resonance (tied to in-groups) & competence (tied to ability to gather resources).


Key points include:

  • Using effective questioning
  • Expanding the size of the pie
  • Negotiation: sweetening the deal

Read the full article, Building Trust using SCM, on Medium.

Umbrex is pleased to welcome Darryl Stickel with Trust Unlimited.  Darryl served as a consultant for the Toronto office of McKinsey & Company prior to founding his own company Trust Unlimited. Darryl has spent the last 20 years helping individuals and organizations understand what trust is, how it works, and how to build it. During those 20 years Darryl has worked with a wide range of organizations around the globe on issues of trust. Included in this was work helping the Canadian military in it’s attempts to build trust with the locals in Afghanistan.

Darryl’s expertise on trust stems from his doctoral thesis, building trust in the face of hostility, written while at the Fuqua School of Business at Duke University. This theoretical knowledge combined with years of practical, applied experience give Darryl a rare perspective on issues related to trust. Teaching in Luxembourg and working with global companies have also allowed Darryl to learn and apply his insights in a remarkable range of settings. Darryl is happy to collaborate and act as a thought partner and coach.

Darryl lives in Victoria BC Canada and has 2 sons that are the centre of his life.