Building Trusted Advisor Relationships Training

Being a trusted advisor is more than just having good advice

to give: it’s also about being the sort of person that others

want to work with. Word of mouth is a powerful and profitable

differentiator in these competitive times, and when you or

your people are perceived as easy to work with, competent,

reliable and working to the best interests of their customers, the

business will benefit.

Based on the highly successful text, The Trusted Advisor by Maister, Green

and Galford, this program articulates the behaviours that clients have

stated they seek out in business partners. By preparing participants for the

real world challenges of influencing key decision makers, this program

seeks to put them ‘top of mind’ when internal or external customer seek out

advice. 

At the end of this course participants will be able to:

• Build greater trust by accessing the principles of the Trust Equation:
• Consistency, Reliability, Relationship, and a client-centric focus
• Self-assess their own behaviour against 20 characteristics that clients use to describe those they would deem trusted advisors
• Gain better quality information from clients in order to provide the best possible solution
• Help clients look at their issues from a different perspective in order to ensure they are not making assumptions or using poor judgment
• Use high level communication and interpersonal skills to deepen trust and build relationships that are mutually beneficial