I’m not a big fan of small talk. I don’t like doing anything that seems superficial or disingenuous. Plus, I’m an introvert. And every once-in-a-while I still feel like the ridiculously shy kid I once was. So small talk also seems like large effort.

There’s a simple practice I do with potential clients about 60% of the time that I realized recently I should do 100% of the time. It takes some effort (though not a lot) and usually has really big payback.

A client told me about a new management book the other day. The title got my attention (Radical Candor: Being a Kickass Boss Without Losing Your Humanity), though I’ll admit I was still poised to be unimpressed by yet another book on transparency/authenticity/yada yada yada.

Business leaders often want to motivate their staff with pep talks on innovation, creativity, and change. Thought leader Brené Brown upends that approach by making a case for focusing on—wait for it—vulnerability.

I’m a big fan of stories as vivid illustrations of things that matter and make a difference when it comes to trust-building. This week’s tip is based on a short and compelling one from The Trusted Advisor Fieldbook.