How do you establish yourself as a trusted advisor?

The real first step is to be vulnerable as an advisor. Your client has a vulnerability -- that's why they need you! -- and that's a real opportunity to connect deeply, empathize, and build trust. Be real about the lessons you've learned and how you can help your client get through this matter.

To become a go-to guru for your clients, get to know their dreams and headaches well. Chat with them like a friend but think like a detective. Your goal? Spot opportunities to make their life easier. Don't just nod; listen. Speak their language and keep them in the loop. Be their win—solve their problems better than anyone else. If you goof up, you can own it and fix it. Integrity is your business card, so act like a real-life hero: be honest, fair, and consistent. By putting their needs first, you're not just an advisor but their trusted right hand.

There are many ways to build trust. Asking great questions is one of them. At every stage of the relationship, asking the right question at the right time will help establish yourself as a trusted advisor. If you're interested in learning how to ask better questions as an advisor, then read "DISCOVER Questions" by Deb Calvert. It's a book designed for sellers, but consultants will find tremendous value in using it even during client engagements. The book breaks down various types of insightful questions you can ask for every situation, specifically: D - Data questions I - Issue questions S - Solution questions C - Consequence questions O - Outcome questions V - Value questions E - Example questions R - Rationale questions

Emotional intelligence plays a big role in establishing trust. Understanding attachment styles, reading between the lines, getting to the root of the need are key to growing trusting and valuable relationships. Additionally always being true to yourself provides consistency for the client in the relationship.

The fact finding portion of the process is crucial. I tell my clients I can’t help them if I don’t have the whole picture. I share with them examples of how this portion stacks to the estimated outcomes. I share vulnerabilities that allow them to get comfortable with sharing the severity of a situation or project. It allows us to build trust early on with both parties.

Deliver results: Consistently deliver high-quality work and tangible results that align with clients' expectations. Meet deadlines, exceed performance targets, and focus on delivering value. Your track record of success will enhance your reputation and establish trust.

Trust is built over time, so it is essential to consistently demonstrate your expertise, reliability, and commitment to the success of those you advise.

An advisor needs to stay in *complete lockstep* with his/her client on what the desired deliverable is supposed to be. Poor communication, lack of experience, and/or other commitments -- on either side -- leads to expectation gaps and poorly-received deliverables.

Why not we exceed the client's expectations and always try to be one step ahead? Nowadays, clients expect us to anticipate their needs, expectations, questions, etc., and provide solutions, answers, or whatever before they even ask.

Throughout the project I am treating that company as if it were mine and with my name on it, and as if those involeved are my stakeholders. With each report I am asking “how does this work meet your expectations thus far”? There are stages to the MC process, right? So I am doing a pulse check along the way.

Understand and respect your client's communication style. Some clients want the direct truth with no varnish...while others prefer a gentler approach. It's a partnership, and refining and optimizing the style of communication is vitally important.

Communicate effectively: Clearly and concisely communicate complex ideas and concepts to clients. Tailor your communication style and language to match their needs and preferences. Avoid jargon and technical terms that may confuse or alienate your clients.

As a consultant, we should remember to communicate not negotiate with clients. It is crucial to understand the distinctions between "negotiation" and "communication." As consultants, we should prioritize effective communication with clients rather than negotiation.

I believe the key here is educating. Your client so they not only feel informed, but that they could educate others in their business about the topic/advice. I dislike consultants that create a crutch for the companies they support. Though great education consultants should empower the companies they support.

Communication in the MC process requires not just top down but bottom up communication. I share what is happening, when, how, where and expected difficulties along the way. I am constantly seeking feedback and if it’s a project that is going to be implemented after my involvement, I am making sure those teams are set up for success, coaching them on implementation strategies and allowing them to voice concerns, doubts or fears along the way.

Provide valuable insights: Offer unique and valuable insights that go beyond mere transactional advice. Bring fresh perspectives, innovative ideas, and creative solutions to the table. Help clients see beyond their immediate challenges and provide strategic guidance.

It's important to provide tangible values. As a consultant, we have to be able to demonstrate the impacts we have put and the values we have added in a way the client can easily understand and confirm. Remember to show the "before" and "after" especially in your reports.

As a consultant you have a wonderful perspective of what is working and what is not in the companies you support. Share these ideas. Also, you have the time to keep up on holistic market trends and regulations which stops your client from tripping up.

This part is crucial. This is where you get to flourish and shine. Go the extra mile. Be an observer. Be a learner above and beyond your task. Become relational. Identify succession opportunities, rising and emerging leaders. SMEs, and celebrate what is going well. Leave them with more than they asked for. I have companies who hire me on retainer because of this for “when we need you”. Those are the best opportunities for your humanity to come into the process and make it relational, not transactional.

There is a key element in building rapport and trust with clients and that is: "Make It About More than Money" When it comes to building strong relationships with clients, there is a crucial factor that should never be overlooked: creating a connection that goes beyond financial transactions. By showing genuine interest in their needs, concerns, and goals, you can establish a deeper level of trust and rapport that will not only benefit your business in the long term but also help you provide more meaningful solutions to their problems.

Build rapport and relationships: Foster strong relationships with your clients based on trust, respect, and effective communication. Take the time to understand their goals, challenges, and priorities. Show genuine interest in their success and be attentive to their needs.

This goes back to being vulnerable as an advisor. Showing that you, like everyone, are fallible, but have (a) learned from those mistakes and (b) importantly not made them again, allows your client to know that he/she can open up and trust your guidance.

Seek long-term partnerships: Instead of focusing solely on short-term transactions, aim to build long-term partnerships with your clients. Invest in understanding their long-term goals and work collaboratively towards achieving them. Act as a trusted advisor throughout their journey, providing ongoing support and guidance.

If at all possible, collect all client feedback via a third-party resource whether it be a platform or an individual. It's important the data is objective and collected without bias to understand where you can potentially improve as an advisor.

In my experience, putting together a solid plan, and then executing to that plan and delivering the results that the client is looking for is the key to a win-win for everyone. It’s making sure you have taken the time in the initial engagement to put together the actual outcomes that they are looking for, and that they are agreed-upon by all parties.

Demonstrate empathy and emotional intelligence: Understand and empathize with your clients' perspectives, challenges, and emotions. Show empathy when discussing sensitive topics or difficult decisions. Emotional intelligence allows you to build strong connections and navigate client relationships effectively.

Develop an actual process to approach the client’s business activities. Don’t just show up and “give advice.” Write things down and take responsibility.

I think one of the key roles as an advisor is to hold your clients to account. Yes you are there to advise and deliver. But, I believe the real value and longevity of a relationship is built by lifting up your client and ensuring that they deliver their goals by helping them focus.

Master your field. Immerse in your field completely. Learn as much as you can, starting from the history of your field, the most important frameworks and concepts that have defined the field from the past until the present. Seek out other experts and learn from them. Subject yourself to the toughest clients and audiences to further sharpen and hone your skills. And most importantly, practice what you preach.