Trusted Advisor: What, How, and Why?
“Advisors who rate the highest on reliability will not just deliver their work on time and spec. Nor will they simply be consistent, even at a level of excellence. They will also be expert at a variety of small touches that are aimed at client-based familiarity. Reliability on the emotional level has a great deal to do with the client’s preferences, and not just with consistency from the service provider’s perspective.“–David H. Maister
David H. Maister was a former Harvard Business School professor, a writer, and an expert on business management practices and the management of professional service firms. He is a co-writer of the famous book “The Trusted Advisor” which addresses the different components of trust, the process of creating trust and a series of trust tools which are referring to both the mindsets and skillsets.
What is a Trusted Advisor?
A Trusted Advisor is a provider of services and is seen by clients as an honest broker who works in the client’s best interest.
How would you know if you have found a Trusted Advisor?
Here are the common traits:
- He is credible and shows expertise.
- He is reliable and keeps his promise.
- He is genuine and sincere on his intentions.
- He can connect emotionally on a personal and business level.
- He intends to develop a long-term relationship rather than just a short-term gain.
- He knows how to listen and understands the client’s underlying needs and wants.
Why is it valuable to work with a Trusted Advisor?
Trusted Advisor is committed to your best interest and works to get the job done right. With a Trusted Advisor, the time and resources you have invested are protected, as you achieve your success, and a Trusted Advisor will have your back if ever the need might arise.
Furthermore, the book “The Trusted Advisor” discussed the four different types of client relationships:
Type 1: This is the beginning of the relationship where you introduce and then build your expertise.
Type 2: It is the type of relationship where the client realizes your capabilities beyond the skills you were hired to perform. The client starts to view you as a reliable source and problem solver.
Type 3: You identify client issues, put them into context and provide perspective. This type is the transition of the relationship into a Trusted Advisor of the client.
Type 4: This is the level of a Trusted Advisor where all issues such as emotional, rational, personal and professional are being discussed and explored. The client then turns to you whenever a problem arises.
Looking for someone who can be your Trusted Advisor?
Horizon Technology Partners always works to earn being your Trusted Advisor: trustworthy, credible, and reliable.
If you value this level of service and need help in finding the right candidate for your open positions, give us a call at 847-202-3242 or email us at firstname.lastname@example.org.
For a “No-Pressure” conversation with John Sule, schedule a call.
“Building talented teams where talent matters.”
–Horizon Technology Partners