TED Magazine - February 2017

SELLING / LESSONS IN LIGHT
sides. The luminaire should be outside the cone of vision ( 60˚) and mounted at face height, with its bottom being about 60˝ off the floor. The ALA recommends spacing between luminaires of at least 28˝. For larger mirrors, consider a strip of vanity lights above the mirror. The ALA recommends mounting these about 78˝ off the floor. Residential lighting may be consid- ered more art than science, but thank- fully, there are rules of thumb design- ers can use as a starting point for effective and imaginative lighting solutions. ; DiLouie, LC, principal of Zing Comm- unications ( zinginc.com), is a journalist, analyst, marketing consultant, and author. Reach him at cdilouie@zinginc.com.
IS YOUR BUSINESS suffering from a lack of vision? Could it use some ramping up when it comes to interpersonal relation- ships? If so, The 10 Laws of Trust, a book by Joel Peterson and David Kap- lan, may be just what the doctor ordered. Peterson, chairman of JetBlue Airways and a con- sulting professor at the Stanford Graduate School of Business, suggests that trust is required in every type of relationship that we engage in, whether it’s at the checkout counter, in the board room, or in the kitchen. The book begins by reminding readers that “when it comes to building great companies, a leader’s job isn’t to make it to the top of the mountain alone. Instead, the task is to help others reach peaks they want to climb but might not be able to without the help of the leader.” The book offers specific trust-building ideas and examples of how integrity, respect, humility, vision, and more have helped ele- vate promising startups, proven corporations, and even plummeting giants grasping for a lifeline. The 10 Laws of Trust begins with a general over- view of trust, followed by a chapter devoted to each “law.” It asserts that trust depends on three condi- tions: character, com- petence, and authority. Character means that those we trust will value our interests as their own. Competence means that those we trust have the re- quisite intelligence, ability. and training to achieve our best interests. Authority means that those we trust are empow- ered to deliver what they promise. The three types of trust —reciprocal, representa- tive, and counterfeit—are then described and it is re- vealed that only the first two have real value. The best trust is reciprocal and is based on mutual respect. Representative trust hap- pens in a relationship where one is the subordi- nate yet the trust is gen- uine and positive. The least preferred is counter- feit trust, which may be faked and is unreliable in the long term. Once the basics are out- lined, the book moves to the 10 laws of trust and ex- plains each in a succinct, easy-to-read chapter. The final chapter of the book is dedicated to restoring trust when it has been betrayed. Steven M. R. Covey writes in the book’s fore- word that trust is an eco- nomic driver. He asserts that “trust is not merely a soft, nice to have social virtue; it’s also an eco- nomic driver affecting both the speed at which we can move and the cost of ev- erything involved. Put sim- ply, high trust is a divi- dend; low trust is a tax.” As the book concludes, trust is the foundation of all relationships and busi- ness transactions. The 10 Laws of Trust provides a no-frills over- view of the “laws of trust” and how we can identify and build on them. In clear and engaging prose, high- lighted by compelling ex- amples, it reveals how leaders of any organization can establish and maintain a culture of trust. ; Dan Nitowsky, president of Cleveland-based Leff Electric, has more than 20 years of industry experience and has erved on the Board of Direc- tors for both NAED and the Electrical League of Ohio. He can be reached at dnitowsky leffelectric.com.
THE 10 LAWS OF TRUST
64 the ELEC TRICAL DIS TRIBUTOR • Feb. 17 www.tEDmag.com