In this hyper-competitive experience economy it is crucial to be partnering with our clients as a trusted advisor, to enable us to win new accounts and build on our existing relationships.
What is the one piece of advice you would give to transform a relationship from transactional to a trusted advisor status?
UK Head of Resourcing
Some helpful tips on being a trusted advisor
Trust in your ability to add value after listening rather than trying to do so during listening.
When you don’t know, say so, quickly and directly
Make sure you have done your research - LinkedIn, Google alerts
Make specific commitments to your client around small things: And then deliver on them, quietly, and on time
Do what you say you’ll do and when you said you would do it
Focus on defining the problem not guessing the solution.
Use Reflective listening, summarise what you heard to make sure you heard correctly
Don’t tell lies, or even exaggerate.
At all. Ever
Use the client’s “fit and feel” around terminology, style, formats
Relax. You know much more than you think you know
Have a conversation don’t rely on email
Make every meeting/call count and leave with actions
Be consistent, responsive and collaborative
Listen and empathise -try and see things from your stakeholders perspective - Find out what your client needs and wants
Speak with expression. Show the client you have energy around the subject at hand
Manage and set expectations appropriately
Head of Client Services, Santander UK
UK Investment Bank, Being curious and interested in what’s important to the client.
Sector Managing Director, Pharmaceuticals & Lifesciences| Professional & Business Services
Hewlett Packard, Europe – Early learning from failing as a trusted advisor
Managing Director, Asia Pacific & Emerging Markets
BHP Billiton, Australia –Turning a transactional relationship into a trusted advisor status
NOW ITS OVER TO YOU
Identify your least advisory and most transactional relationships and speak to your manager about how you are going to become their most trusted advisor.
Rosaleen would really love to hear your success stories about becoming a trusted advisor.
Please fill in this form and share with us.
We would also love to hear your feedback so we can improve what we have built.
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