Can someone who lies be trusted? The answer might surprise you.

Andrea Howe
Category : Weekly tips April 15, 2019

This post is part of our Weekly Tips series.

Last week’s tip about the value of candor when you’ve screwed up triggered another walk down memory lane, to a time shortly before Charlie Green and I joined forces, when a colleague’s courageous admission taught me an unexpected lesson about trust-building.

Join me as we roll the clocks back.

Trust-building lessons from a bounced check

Andrea Howe
Category : Weekly tips April 8, 2019

This post is part of our Weekly Tips series.

Something recently made me think about a check I bounced about a gazillion years ago. (Some of you might actually remember the days of writing checks.) Reflecting on the situation and how I handled it then, I see two important trust-building lessons worth featuring today.

Wish you were a little more charismatic, compelling, or magnetic (secretly or otherwise)? Try this unexpected approach.

Andrea Howe
Category : Weekly tips April 1, 2019

This post is part of our Weekly Tips series.

Wish you were a little more charismatic

We can all benefit from learning how to be found a smidge more charming by clients, even the humblest of introverts among us. Not in a disingenuous way, of course, but in a way that creates an immediate and meaningful connection. This Weekly Tip gives you an unexpected insight into how to do that—one that’s also surprisingly palatable and easy.

Back to basics: Three ways to apply a fundamental lesson

Andrea Howe
Category : Weekly tips March 25, 2019

This post is part of our Weekly Tips series.

A “back to basics” lesson

Every once-in-a-while, Charlie Green and I are in the same place at the same time. I recently got to hear him speak at a DC-area event, and a conversation with an attendee reminded me of a simple yet critical lesson. This one applies to at least three kinds of client communications, including how you write your proposals.

Why Closing is Hazardous to your (Sales) Health


Category : Featured webinar, Webinar March 20, 2019

Why Closing is Hazardous to your (Sales) Health

May 21, 2019
@11am ET

You’ve heard the admonition “Always be closing” or “ABC”.  Here’s the unconventional wisdom: If you’re focused on closing then you are actually hurting your sales.

The simple truth is: closing is not buyer-centric–it’s seller-centric. And all of us as buyers know what it feels like to have another person try to force their will on us—and deny it’s happening even while they’re doing it.

In this TrustMatters webinar (live date: May 21, 2019 at 11am ET), we show you why closing is harmful and what you should be doing instead, including four best-practices to help you stop closing and start selling the trust-based way.

Register now

Two more ways trusted advisors respond in micro-moments

Andrea Howe
Category : Weekly tips March 18, 2019

This post is part of our Weekly Tips series.

Last week’s tip focused on what I’ve recently come to call “micro-moments,” and how you train yourself to respond in them. I included concrete suggestions for the most trustworthy responses in two scenarios. This week, I add two more.

How trusted advisors respond in micro-moments

Andrea Howe
Category : Weekly tips March 11, 2019

This post is part of our Weekly Tips series.

Charlie Green and his The Trusted Advisor co-authors assert that trust is often built with small gestures. Building on that theme, consider the importance of what I’ve recently come to call “micro-moments,” and how you train yourself to respond in them.

Your trust scorecard: Are you using smart metrics or wise metrics?

Andrea Howe
Category : Weekly tips March 4, 2019

This post is part of our Weekly Tips series.

I’m on a culture kick the last few weeks, as it’s been a hot topic of conversation with clients lately. This week’s tip focuses on the problem with using conventional measures to figure out whether organization-wide trust initiatives are working, and what to do about it.

In short, there’s a difference between smart metrics, and wise metrics.

One CEO’s compelling example of leading with trust

Andrea Howe
Category : Weekly tips February 25, 2019

This post is part of our Weekly Tips series.

When there’s a conflict between the incentives and the right thing

Last week’s tip on creating a high-trust culture reminded me of a compelling story about one global CEO’s take on how to resolve the disconnect that can exist between the trust principles we all aspire to and the ways we’re incented to do business.

We shared this story in The Trusted Advisor Fieldbook. It came about when my co-author, Charlie Green, had the opportunity to watch Bill Green, then-Chairman and CEO of Accenture (and no relation). Bill was addressing a very senior leadership group at the end of a two-day offsite.

The four-part test of a high-trust culture

Andrea Howe
Category : Weekly tips February 19, 2019

This post is part of our Weekly Tips series.

The four-part test of a high-trust culture

I’ve been having a lot of conversations with clients lately about how to create a culture of trust. Here’s a four-part “test” to see how well you’re doing on that front.

In The Trusted Advisor Fieldbook, Charlie Green and I asserted that there are two basic dimensions of trust-based organizations: virtues and values. Virtues are the personal qualities that high-trust people embody—tools like the trust equation help here. Values are what guide the decisions and day-to-day actions in the organizations people work in. We said that in high-trust cultures, virtues and values are consistent and mutually reinforcing.


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