Case Study: How a Trust-Focused Approach Won a $1B Investment and Long-Term Partnership

The Challenge

An infrastructure investment fund was competing for more than $1 billion in investor commitment from a major overseas partner. The fund had a strong track record but was smaller and less established than its competitors, creating perceptions of higher risk and limited capability.

To secure the investment, the leadership team needed to understand what would build decisive trust with the investor group and apply that understanding in every interaction leading up to the final decision.

Our Approach

We applied the TrustLogic® framework to identify the specific trust needs and priorities of the investor’s decision team. The analysis revealed which trust dimensions mattered most and where the fund needed to demonstrate stronger proof and credibility.

Step 1: Define

We worked closely with the CEO and leadership team to map the investor’s trust profile and highlight key gaps. We identified both Competence and Relationship trust as key trust drivers.

Step 2: Design

Together, we defined the key focus areas, messages, and proof points that would resonate most with each decision-maker. We clarified the role of each team member in building trust during meetings to ensure consistent communication across all interactions.

Step 3: Implement

Over two weeks, we developed trust-optimised presentation materials, coached the CEO and team on trust-based communication, and refined messaging for emails, calls, and meetings before the final decision.

The Result

The fund secured more than $1 billion in investor commitment.

The relationship extended beyond the initial investment and led to new projects and long-term collaboration.

By shifting from information-led to trust-led communication, the fund transformed its approach to investor engagement and created a repeatable framework for credibility, confidence, and partnership growth. change the outcome of even the toughest investment decisions.

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