The role of ‘trust brokers’
However, even after trust has been established, there is always the possibility that various events might blow it off course. In cases where relationships do falter, third-party intermediaries can play a key role by acting as ‘trust brokers’. This involves reinforcing and reiterating the value and contribution of both parties, set in the context of the historic achievements to date, the current contract and the future enablement.
As well as aiding the smooth operation of the contract, trust also delivers benefits in more direct ways. Clients will often do ‘favours’ for existing trusted suppliers by allowing them to prototype new ideas and concepts.
The benefits also flow in the other direction. With global IT outsourcing ...
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