Becoming a Trusted Advisor

Becoming a Trusted Advisor

Gastcollege AdviesvaardighedenFontys Hogeschool voor Communicatie, EindhovenFrank Reef9 december 2010

Trusted Advisors?

adviseur≠

expert

Persoonlijkheid

Deskundigheid

Wat weet je?

Wie ben je?

IQ+

EQ+

SQ

Valuable Resource

Trusted Advisor

Subject Matter Expert plus

Affiliated Field

Subject Matter or Process Expert

Bre

ad

th o

f B

usi

ness

Iss

ues

Depth of Personal relationship

De evolutie van een klantrelatie

Relationship-Based

Trust-Based

Needs-Based

Service Offering-Based

Bre

ad

th o

f B

usi

ness

Iss

ues

Depth of Personal relationship

Vier typen van adviesrelaties

Karakteristieken van adviesrelaties

Focus Energy spent on

Client Receives

Indicators of Success:

Service-Based

Answers, expertise,

inputExplaining Information Timely, high

quality

Needs-Based Business problems

Problem-solving Solutions Problems

resolved

Relationship-Based

Client onrganisatio

n

Providing insights Ideas Repeat

business

Trust-Based Client as individual

Understanding the Client

Safehaven for hard issues

Varied; e.g. creative pricing

Becoming a Trusted Advisor

3. EarningTrust

2. Building Relationships

1. Giving AdviceEffectively

adviseur≠

expert

1. Giving AdviceEffectively

Verplaats je in je klant1. Giving Advice

Effectively

Waarom vraagt iemand om advies?

Wanneer vraagt iemand om advies?

Hulpmiddel: Socratische dialoog1. Giving Advice

Effectively

2. Building Relationships

Building Relationships: Rules of Romance2. Building Relationships

• Go first• Illustrate. Don’t tell.• Listen for what’s different.

Not for what’s familiar• Be sure your advice is sought• Earn the right to speak• Keep asking• Say what you mean• When you need help; ask for it• Show an interest in the person• Use compliments, not flattery• Show appreciation

Op zoek naar een advocaat3. Earning

Trust

The Quick-Impact List to Gain Trust

• Listen to everything• Emphatize - for real• Note what you’re feeling• Take a point of view, for goodness’ sake!• Take a personal risk• Ask great questions• Give away ideas• Return calls unbelievably fast• Relax your mind

3. EarningTrust

Meer weten? Managementboek.nl

Nog één lijstje om het af te leren …

In je volgende adviesgesprek let je op de volgende vier zaken:

• Geloofwaardigheid• Betrouwbaarheid• Intimiteit• Niet gefocust op jezelf

frankreef@bransoncompany.nl

Dankjewel!