TO BEING A TRUSTED ADVISOR
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.
This is what sets Alexander Mann Solutions
apart in the Market
What is the one piece of advice you would give to transform a relationship from transactional to a trusted advisor status?
We also asked some of our clients what they thought was important and what trusted advisor means for them
UK Head of Resourcing
Common Myths of a Trusted Advisor
Here we will expel some of the most common myths of a trusted advisor and what these myths actually mean in reality.
Hover over the myth to reveal the real value.
Always remember to keep it simple. Ask yourself some key things.
What are we really aiming for here? What’s the goal?
What will it look like when we get there?
How will we know when we get there?
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
Hear some of the stories from our leadership team on their journey of becoming a Trusted Advisor
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
We hope this has been useful to you and that it really explains the importance of being a Trusted Advisor and the benefits that it can bring to you and your clients.
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.
Please take a few moments to fill in our short survey.