Fontys samenvatting gastcollege adviesvaardigheden - 09122010 frf
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Becoming a Trusted Advisor
description
Transcript of Fontys samenvatting gastcollege adviesvaardigheden - 09122010 frf
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
