I’m taking the week off to enjoy a little year-end down time. I hope you are too.

I’ll be back on January 2nd, refreshed and ready to launch the fifth (!) full year of weekly tips.

In the meantime, you might find inspiration for your 2019 intentions in the Get Real manifesto poster and accompanying eBook. The manifesto captures the unconventional wisdom that my 25+ years in the consulting industry (including 12 years in partnership with Trusted Advisor Associates) have taught me transform client relationships.

 

It’s one thing to conceptually grasp the different ways you can offer value to clients, including the ways that a trusted advisor truly stands apart. It’s another thing entirely to embody it such that your in-the-moment reactions are consistent with your intentions. Take this little test to find out how well you generally do.

 

If we had a do-over for The Trusted Advisor Fieldbook, there’d be a whole chapter on how you see your value, and how your own mentality is a key driver of your clients’ proclivity to see you more consistently as a trusted advisor. For now, a weekly tip will have to suffice.

Most services professionals tie their value to their expertise. That makes sense, since most clients pay money for the expertise they need to advance a business issue.

 

There are stories in The Trusted Advisor Fieldbook that inspire me no matter how many times I read them. One in particular provides a compelling example of a company’s commitment to walking in its clients’ shoes. This week’s tip offers ways you can translate their innovation to your business.

I recently failed to follow the advice that Charlie and I offer in The Trusted Advisor Fieldbook about talking price. I hate it when that happens. And while I don’t like admitting it much either, it’s therapeutic to do so … and potentially helpful for you. So here I am.

Have you ever felt bullied by a client? Or at least a little intimidated? Today’s inspiration for what to do comes from a client of mine who once shared with me how he dealt with his own difficult customer.