It’s the holy grail of Professional Services – to become a trusted advisor to your senior clients. To be viewed – and sought out – as a source of valued advice and support.
The benefits from a business development perspective are clear: if you’re the first port of call for a client with a critical business problem then you’re in a tremendous position to help shape that client’s thinking, to build a deep understanding of the situation, and to establish strong credibility through the discussions.
In other words, you’ll be in pole position to win any related work.
And if you’ve established a position of being able to help and offer good advice across a broad range of issues – not just in your own specialism – they you become an indispensable partner – not just a supplier.
But becoming a trusted advisor doesn’t happen overnight. The position’s got to be earned – and that takes time and it takes consistent action.
In this short video I’m going to show you what you need to do to achieve that Trusted Advisor position.