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.

Three myths about trust you’ll want to bust

Andrea Howe
Category : Weekly tips February 11, 2019

This post is part of our Weekly Tips series.

Three myths about trust you’ll want to bust

Old and unchallenged ways of thinking lead to ineffective ways of being. Consider three common myths about trust-building that could be standing in your way.

Myth #1: Trust takes time. You know the saying, “Trust takes a long time to build, but only a moment to destroy.”

Listening mastery: An anthology for increasing trust and influence

Andrea Howe
Category : Weekly tips February 4, 2019

This post is part of our Weekly Tips series.

Masterful listening is one of the fastest ways to build intimacy in any relationship. It’s also an essential (albeit unexpected) driver of influence. To help the cause, there’s another new eBook on the street—a hand-picked collection of simple and underused listening best practices.

How NOT to enrich a relationship: My own cautionary tale

Andrea Howe
Category : Weekly tips January 28, 2019

This post is part of our Weekly Tips series.

2018 ended on a humbling note for me in some important ways, including a couple of screw-ups on my part. Nothing earth-shattering or life-threatening, just lesson-inducing. I’m sharing the most recent screw-up—and the learning it recalled—because, as usual, I think we can all benefit.

The screw-up: I got triggered by a question that someone (innocently) asked me via email and indulged in my reactive state by sending a lengthy and negative reply. What’s worse, it was relatively late in the evening and I prefaced it with, “I don’t really have the bandwidth to talk about this right now” … yet I continued on. I next admitted to being triggered in a self-congratulatory way (‘Look how insightful I am!’) And then I proceeded to dump all over her in writing. Class act LOL.

Sales mastery: An anthology for transforming your approach and results

Andrea Howe
Category : Weekly tips January 22, 2019

This post is part of our Weekly Tips series.

I’ve been writing a lot about screw-ups lately (mostly mine). This week brings a little reprieve in order to focus on sales mastery. Don’t worry, there are more screw-ups in the queue.

In looking over the 229 tips I have written to date, I’ve apparently had a lot to say about what’s wrong with conventional sales training and practices.

A Different Kind of Annual Report: Getting Real in 2018

Andrea Howe
Category : Real people January 18, 2019

Looking back at 2018, 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. Together, we’re kicking conventional business wisdom to the curb and transforming how people work together as a result.

We’ve created another year-in-review infographic to celebrate—a different kind of annual report for a different kind of organization. It features our clients’ victories, like routinely calling past clients with no agenda other than to say hello (and often winning new business as a result). It also highlights a few personal victories for our team, like rappelling down a waterfall and ditching the smoking habit after 35 years. Click the banner below to find out who did what.

Here’s to a new year!

Another cautionary tale: Do’s and don’ts with client reach-outs

Andrea Howe
Category : Weekly tips January 14, 2019

This post is part of our Weekly Tips series.

The recent onslaught of holiday messaging (emails, cards, etc.) has brought some important lessons to my attention—specifically, do’s and don’ts for your next client reach-outs.
 


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