Richard Wilson: identify which trust gap the conversation must close
Richard's investor-demographic recording separates familiarity with a team, an industry and a specific opportunity. The distinction explains why two people can need very different information about the same business.
Three different starting points
Richard used examples in which someone knew the team but not the industry, or understood the activity but was far from the property. Knowing one part did not automatically fill the others. A visit could answer a different question from a team introduction.
Choose the relevant conversation
Richard asked listeners to think about which gap they were addressing each time they entered a room. That is a communication diagnosis. Richard did not suggest that personal familiarity replaces investigating the underlying opportunity.
In Richard's words
"what trust curve am I trying to move the investor up?" (Richard C. Wilson, recorded library commentary)
How to use this
- Separate questions about the people from questions about the industry and the specific operation.
- Choose supporting material that answers the uncertainty actually expressed.
Questions and answers
What did Richard distinguish?
Trust in the team, understanding of the industry and confidence in the particular opportunity.
Why does the distinction affect communication?
Different people begin with different knowledge, so the same explanation may leave different questions unanswered.