by Andrea Howe | Jul 25, 2012 | Client relationships, Trusted advisorship
Our Story Time
series brings you real, personal examples from business life that shed light on specific ways to lead with trust. Our last story told of
innovation, trust, and the freedom to fail. Today’s anecdote zeroes in on the importance of
living the trust principles all the time.
by Andrea Howe | Jul 17, 2012 | Client relationships
I can easily preach to my clients that it’s a disservice not to sell—that it’s part of our professional obligation to be of service. Apparently though, I have a problem practicing what I preach when it comes to selling myself—being assertive about calling attention to who I am and what I contribute. Just the other day I was admonished by a colleague (in a very nice way) for being reluctant to send a promotional email to a list of favorite clients. His exact words were, “Don’t waste another moment on worrying about it being too commercial; it is not too commercial, it is very well stated, and it is a service to all of your readers. So, stop that now!”
by Andrea Howe | Jun 28, 2012 | Trusted advisorship
Trust is a complex concept in human relationships. In our
Chapter 1 of the still-pretty-new
The Trusted Advisor Fieldbook, we explore ten fundamental attitudes that take aim at the complexities of trust, breaking it down so that it can be managed and more readily increased. Think of the Three Ps as the short list; they represent the core of our thinking on trust.
by Andrea Howe | Jun 19, 2012 | Trusted advisorship
A few months ago I was leading a day-long program on
trust-based selling to 26 men and women at a global market intelligence firm. We were knee-deep in a conversation about
empathetic listening as a primary driver of influence. Listening with empathy is how you earn the right to be right, not to mention how you learn what is deeply valued by the person you want to influence—while building a whole lot of trust in the process.
by Andrea Howe | Jun 8, 2012 | Real people, Trusted advisorship
Over the past year, I’ve offered an insider view into the challenges, successes, and make-it-or-break-it moments of seven men and women who are making their mark by leading with trust—every day. In case you missed any of them, or want a fresh dose of practical advice (not to mention inspiration), here’s a recap.
