A bright light on my bruised ego

Category : Weekly-ish tips December 31, 2018

This post is part of our Weekly Tips series.

I got a pretty big hit to my ego the other day, and I’d rather not tell anyone about it, only I’m doing it anyway. In some ways this missive is all about me, though in other ways it’s really about all of us, and the ways we deal with professional disappointment. This topic matters because I don’t believe we ever achieve our full potential for success until we learn to fail well, and disappointment is failure’s close cousin. I’ve always admired others who speak about their less stellar moments with candor, clarity, and humor.

Kick convention to the curb in 2019

Category : Weekly-ish tips December 24, 2018

I’m taking the week off to enjoy a little year-end down time. I hope you are too.

I’ll be back on January 2nd, refreshed and ready to launch the fifth (!) full year of weekly tips.

In the meantime, you might find inspiration for your 2019 intentions in the Get Real manifesto poster and accompanying eBook. The manifesto captures the unconventional wisdom that my 25+ years in the consulting industry (including 12 years in partnership with Trusted Advisor Associates) have taught me transform client relationships.

A test: What would the trusted advisor say next?

Category : Weekly-ish tips December 17, 2018

This post is part of our Weekly Tips series.

It’s one thing to conceptually grasp the different ways you can offer value to clients, including the ways that a trusted advisor truly stands apart. It’s another thing entirely to embody it such that your in-the-moment reactions are consistent with your intentions. Take this little test to find out how well you generally do.

How clients see your value starts with how *you* see your value

Category : Weekly-ish tips December 10, 2018

This post is part of our Weekly Tips series.

If we had a do-over for The Trusted Advisor Fieldbook, there’d be a whole chapter on how you see your value, and how your own mentality is a key driver of your clients’ proclivity to see you more consistently as a trusted advisor. For now, a weekly tip will have to suffice.

Most services professionals tie their value to their expertise. That makes sense, since most clients pay money for the expertise they need to advance a business issue.

An innovative way to walk in your clients’ shoes

Category : Weekly-ish tips December 3, 2018

This post is part of our Weekly Tips series.

There are stories in The Trusted Advisor Fieldbook that inspire me no matter how many times I read them. One in particular provides a compelling example of a company’s commitment to walking in its clients’ shoes. This week’s tip offers ways you can translate their innovation to your business.

Talking price (and how I wish I had a do-over)

Category : Weekly-ish tips November 26, 2018

This post is part of our Weekly Tips series.

I recently failed to follow the advice that Charlie and I offer in The Trusted Advisor Fieldbook about talking price. I hate it when that happens. And while I don’t like admitting it much either, it’s therapeutic to do so … and potentially helpful for you. So here I am.

What to do when you feel bullied (or at least a little intimidated)

Category : Weekly-ish tips November 19, 2018

This post is part of our Weekly Tips series.

Have you ever felt bullied by a client? Or at least a little intimidated? Today’s inspiration for what to do comes from a client of mine who once shared with me how he dealt with his own difficult customer.

Work got you worn out? Try this self-directed Jedi mind trick.

Category : Weekly-ish tips November 13, 2018

This post is part of our Weekly Tips series.

The last few weeks have been unusually demanding for me, including a lot of overseas travel and many intense days leading learning programs. About two-thirds into this recent sprint I found myself dragging—big time. Fortunately for my clients and for me, I remembered a little trick I use to help me refocus and re-energize.

Why trusted advisorship is an inside job—and what to do about it

Category : Weekly-ish tips November 5, 2018

This post is part of our Weekly Tips series.

If you’ve been to one of my workshops, you’ve probably heard me say, “Trusted advisorship is, first and foremost, an inside job.” In other words, being masterful in your relationships starts with you … mastering you. This week’s tip is a compilation of resources to help with exactly that.

Two distinctive strategies for building trust virtually

Category : Weekly-ish tips October 29, 2018

This post is part of our Weekly Tips series.

I recently came across two great best practices for building trust virtually: one to use with your team and one to use with your clients.

For your team: A virtual happy hour. I hosted one of these a few weeks ago. We gathered various members of my team from various parts of the US (including different time zones) for 45 minutes using Zoom, so we were all on video. We called it a “happy hour” (as the old saying goes, it’s 5 o’clock somewhere) and I invited everyone to join with their drink of choice—alcoholic or otherwise.

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