Beyond Competence: Why Trust is Your Most Important Asset for Working Together

I know many of you understand that we need to build a positive relationship with our partners before we begin working together. Some colleagues have also written articles about it. In Indonesia, this is especially essential. A good and long-term relationship fosters trust, which is a necessary component of successful collaboration.

I have a friend who was an excellent translator. For years, he assisted several large firms in translating their documents. I was startled when I saw him again; he had launched an event management firm, and the majority of his clients were the same companies that had previously hired his translation services. How could this be?

Apparently, his clients were pleased with his work, and he was successful in establishing himself as someone they could trust and rely on. Working with him makes them feel at ease. When his clients required help organizing their events, they turned their heads to him and said, “You can do that, right?” He could not! But he would rather not pass up the opportunity, and his generous heart led him to tell me, “They trust me, and they need help.” He developed new talents while working and meeting the needs of his clients. The companies could pay other vendors, but they opted not to waste time creating a new trustworthy relationship when they already had one.

I learned that trust makes people more comfortable working together. When there is trust and comfort, I believe the works have a high chance of success. I also learned that patience is worthwhile. Delayed responses from partners, an unwillingness to meet at the start of the collaboration, or a preference for other companies or consultants can all be barriers to relationship development. However, being available to them, particularly when they need us, is one of the most critical things in gaining their trust.

In my previous article, I wrote that it takes time to build trust for having a successful collaboration.  Indeed. However, having trust yields many benefits.

I remember, it took me six months to gain trust as a consultant for an Indonesian ministry. It wasn’t easy at first. Despite their silence, I could ‘hear’ them doubting my intentions and credibility: could they trust me? Would I actually coach them and offer them my best advice instead of relaying negative information to donors? Could they seek my assistance, etc.? The six-month time was tough. I was fortunate that I could ultimately acquire their trust. I believe they eventually recognized my genuine interest in working with them.

It is often that personal trust is more important than technical skills. To gain it, we need to invest time and energy in interacting with our partners. We must sometimes engage in informal gatherings or social events with them or other activities that allow them to see the real us and allow us to see the real them. Some people might be reluctant with this approach because they want to keep personal lives separate from work. But in Indonesia, such actions can help smooth relationships.

Being available when they need us is also quite frightening for some people. Some partners could contact you before or after office hours to ask for your advice. I experienced such situations a lot, especially when I was working with time differences. While it could be annoying to be contacted outside of office hours, I would find it even more frustrating later if my partners made mistakes due to not receiving my advice when they needed it.

Ultimately, in the Indonesian context, a collaboration’s success is often less about what you know and more about who you are to your partners. It is a commitment made not only in meeting rooms but also through patience, availability, and genuine relationship building. While technical skill opens the door, it is personal trust that invites you to stay and build something meaningful together. What has been your most valuable experience in building trust with a partner?

In LinkedIn: https://www.linkedin.com/pulse/beyond-competence-why-trust-your-most-important-asset-desy-mutialim-sjauc