Author Archives: Andrea Howe

Trust-building lessons from a bounced check

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.

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

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.

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Back to basics: Three ways to apply a fundamental lesson

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.

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Two more ways trusted advisors respond in micro-moments

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.

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How trusted advisors respond in micro-moments

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.

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

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.

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One CEO’s compelling example of leading with trust

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.

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The four-part test of a high-trust culture

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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Three myths about trust you’ll want to bust

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.”

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