To me, trust is like a catalyst.  You can have all the chemicals needed, but there is no reaction unless the catalyst is present.  I think the same is true of business relationships: you can say all the right things, have all the right processes and systems in place, agree on common goals, etc., but without trust the relationship will not generate the desired outcome.  In fact, it could just fizzle and die.  So, I believe that trust is the necessary ingredient to make things happen.

We continue to encounter graduates of the Willy Loman school of relationships.  It still all comes down to walking the walk, doesn't it?

Wes, I really appreciate your emphasis on having authentic business relationships. Your emphasis on doing what you say is really important!  We probably ultimately pay more attention to what people do than what they say. Thanks.