What is the trusted advisor programme?
Many advisory and professional service firms talk about being a trusted advisor for their clients. But very few are. To achieve trusted advisor ‘status’ in the minds of your clients requires a systematic programme of training and change for the client-facing teams and individuals in your organisation.
Our programme is based on the insight gathered from over 10 years of research analysis from one of the leading management consulting firms to the business services sector, Lighthouse Global. Lighthouse’s research among the senior management of corporates and organisations which buy business services provides the robust basis for the design of this programme.
The trusted advisor programme has several modules. First we define the elements of service that clients expect from their business and professional advisors. Defining this, helps you orientate your behaviours and actions. It helps you and your colleagues develop the capabilities that you need to develop deeper more profitable relationships with a client.
Second, we look at how your firm can develop its own approach to fulfilling these needs. And we agree a coaching programme that reflects the strengths of your firm and the development needs of your people. If necessary we can ensure that any training programme we design for you builds on the differentiators in client service and brand promises which you wish to bring to life in your rainmakers and teams.
We break down the attributes of the trusted advisor into a defined set of positive behaviours. Behaviours, tactics and tools which we believe you and your client-facing teams can learn just like any other skill. These skills will bring your teams closer to what their clients say they look for in a trusted advisor.
Third we use interactive exercises and client-advisor role play to ensure that the issues covered in steps 1 and 2 are covered in a simulated ‘real life’ context. Scenario-based learning ensures that teams absorb the lessons learned in the earlier sessions. Through practice, role-play and using video, our coaches help you to practice the right skills to become your clients’ most trusted advisor and a successful rainmaker for your business.
The course is usually tailored to the particular needs of a firm.
We have broken down the attributes into a defined set of positive behaviours. Our coaches concentrate the sessions on equipping you with the tools and techniques to exhibit these behaviours. Through practice, role play and using video, our coaches will help you become your clients’ most trusted advisor, and therefore enable you to become the most successful rainmakers in your field.
Why Berwick Gilbey?
- Insight: no other training or coaching firm has our level of insight into the needs of the client
- Experiential learning: our focus on role play and practicing your new skills in a safe environment will prepare you for putting them into practice in the office
- Drip-feeding, not drowning: you will have more than one session so that you can learn the skills, test them at your desk, and come back to review and learn again in the next coaching sessions.
Who is it for?
- Designed for individuals, small teams or to be rolled out across the organisation
- For any level of client-facing professional, from graduate to partner/director level.
What are the benefits?
- Understand exactly how you can make clients value you above all their other advisors.
- Put yourself in an enormously powerful position for winning new work and getting referrals to your clients.
- Build an unparalleled, firm-wide reputation for client service.
- Build an unrivalled individual reputation amongst your peers.
- Develop the skills you will need over your professional career as a business advisor.
- Achieve the aim of becoming the trusted advisor.
Meet the team: our coaches
James Edsberg – James has worked with leading advisory firms to assess successful client relationship advisors
Ben Kent – Ben has extensive research experience of what clients need from thier advisors