Hugging your client: yay or nay?

Andrea Howe
Category : Weekly tips February 12, 2018

This post is part of our Weekly Tips series.

Have you ever had an awkward moment greeting a client, where the unspoken question for both of you was, “Should we hug?” While this question might seem silly (or even unprofessional) on the surface, don’t bail on me just yet. I think it actually gets to the heart of some important trust-related issues. Over the years I’ve discovered four simple guidelines that help me sort out the right answer.

“Should we break up?”

Andrea Howe
Category : Weekly tips February 5, 2018

This post is part of our Weekly Tips series.

I was leading a working session for an account team the other week. A question came up that often does when consultants are struggling with a particularly challenging client: Does an aspiring trusted advisor ever walk away from a client relationship? I thought I had a pretty good answer. Then someone in the group chimed in with an even better one.

Deliver it “early and ugly”

Andrea Howe
Category : Weekly tips January 29, 2018

This post is part of our Weekly Tips series.

“Early and ugly” is what a prized client once said he wanted from his consulting firm.

The client delivered this pearl of wisdom a long time ago to Wayne Simmons, a career consultant who was then the managing partner of an award-winning boutique consulting firm.

Rate yourself as a personal risk-taker

Andrea Howe
Category : Weekly tips January 21, 2018

This post is part of our Weekly Tips series.

If you’ve been a regular reader for a while, you know about the connection between trust-building and personal risk-taking: they are inextricably intertwined. But do you know how you rate in terms of three essential types of personal risks to take in your client relationships?

Is it Ever Trustworthy to Go Around Someone to Get to the C-Suite?

Andrea Howe
Category : Client relationships January 17, 2018

We just led a webinar on how to take a trust-based approach to building C-suite relationships. (We decided in the moment that we should call it the Hirsch and Howe Show.) There was a great question asked that we didn’t have time to adequately address, so we’re taking a moment to share our thoughts here.

Is it better to be a competent jerk or a lovable fool?

Andrea Howe
Category : Weekly tips January 16, 2018

This post is part of our Weekly Tips series.

Most Weekly Tips readers know that your expertise is not enough to reach the levels of success you desire; your clients’ experience of you matters, too. What you might not realize is just how much it matters—backed by a study reported in Harvard Business Review (HBR) that I recently reconnected with and that provides fascinating insight.

How to turn the self-imposed, self-oriented swirl into opportunity

Andrea Howe
Category : Weekly tips January 8, 2018

This post is part of our Weekly Tips series.

My client and I had a phone call the other day that started with considerable stress for us both and ended with a hearty laugh and a big lesson learned that I’m pretty sure can benefit us all.

A Different Kind of Annual Report: Getting Real in 2017

Andrea Howe
Category : Real kudos January 7, 2018

Looking back at 2017, it’s clear that our clients and colleagues continue to do great things. We heard countless stories of your professional and personal victories throughout the year. Three key themes for 2017 were risking, giving, and being yourself.

We decided to create another year-in-review infographic to celebrate—a different kind of annual report for a different kind of organization. (Click the banner below.)

We hope it inspires and entertains, while also conveying just how much we appreciate the people we get to hang out with every day.

Cheers!

Resolutions? Fuggetaboutit! Do this instead.

Andrea Howe
Category : Weekly tips January 1, 2018

This post is part of our Weekly Tips series.

While “new” is in the air right now, there are always messages that bear repeating, like the tip I share this time every year about what it takes to make personal change stick. I’m going to boldly say (again) that this tip is your #1 predictor of success in 2018, whether your aims are to develop more business, build better relationships, or anything else.

On clients, friendships, and texting

Andrea Howe
Category : Weekly tips December 25, 2017

This post is part of our Weekly Tips series.

Sometimes it’s so much easier to preach than to practice. I noticed a disconnect between my words and actions the other day. I’m calling myself out here because (a) it’s cheaper than therapy and (b) there might be a little nugget in the story that will help you, too.


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