Author Archives: Andrea Howe

Why sometimes your biggest risk is not to take a risk

This post is part of our Weekly Tips series.

When we go first, we make it safe for others to risk

I’ve been mining The Trusted Advisor Fieldbook for stories lately—like the one about Harold the client for life, the one about how saying “no” can transform a relationship, and the one about a surprising way out of a thorny problem. Here’s one more favorite (for now) about the risks of not taking a risk.

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How saying “no” can transform a relationship

This post is part of our Weekly Tips series.

How saying “no” can transform a relationship

A few weeks ago, I re-told Jane’s story from The Fieldbook about the power of discovering a blind spot. This week I’m featuring a story about Wayne and me, with a lesson about how saying “no” can transform a relationship.

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(Reprise) Are you making the most of your email auto-replies?

This post is part of our Weekly Tips series.

Stuck with a thorny problem? The way out might surprise you

Apparently the email auto-reply strategy I started writing about in 2012 is gaining more and more popularity. Read on if you’re looking for an interesting and inspiring way to stay in touch with your clients—even when you’re out of touch.

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(Reprise) Ancient Roman wisdom for the 21st century professional

This post is part of our Weekly Tips series.

The Roman poet, Ovid, was on to something really important for us modern business people when he said, “Take rest; a field that has rested gives a bountiful crop.”

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Stuck with a thorny problem? The way out might surprise you.

This post is part of our Weekly Tips series.

Stuck with a thorny problem? The way out might surprise you

A recent tip about the power of mindsets, along with recent discussions in a workshop I was leading about how we sometimes get stuck with thorny problems because we’re stuck in how we’re thinking about those problems, reminded me of a favorite story in The Trusted Advisor Fieldbook.

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How to Sell to an Irrational Buyer

How to Sell to an Irrational Buyer

Tuesday, November 12, 2019
@11:00 AM to 11:45 AM EST

We’ve all been there. You have a buyer with clear needs and available budget; you have a solution that perfectly matches their needs; you addressed all their concerns; and yet … they didn’t buy. It just doesn’t make sense.

Join us for a free webinar to explore three critical insights into this seemingly irrational behavior, how you might be adding to it, and what you can do to change the situation.

Register now

Hosted by Charles H Green, Author & CEO, Trusted Advisor Associates.


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A pre-flight checklist to help you get your mindset right

This post is part of our Weekly Tips series.

A pre-flight checklist to help you get your mindset right

I recently dug up content that I had created for a webinar in 2012. The topic was taking the “sell” out of selling. It was fun to discover some good stuff in there (said humbly) about how different mindsets lead to different actions—stuff I haven’t articulated the same way since. As always, the lessons apply whether you’re selling services or ideas.

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Are you talking yourself out of the conversation you need to have?

This post is part of our Weekly Tips series.

Are you talking yourself out of the conversation you need to have

We all know it’s important to be willing to tell clients what they need to hear, even when that may not be what they want to hear. I’ve written before about how to deliver difficult messages so that the communication is positive, productive, and trust-building. Today I want to talk about the ways we humans cleverly talk ourselves out of having these tough conversations in the first place.

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Client feedback: The kinds of questions you should be asking (and probably aren’t)

This post is part of our Weekly Tips series.

As a trusted advisor, you give your clients real feedback

A few months ago, I wrote about how to ask for client feedback if you want real feedback, not polite feedback. (CliffsNotes version: you have to create a strong pull for critique.) I also griped about feedback requests being too focused on task rather than relationship, deferring that to another post. This is said post.

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