Welcome Professionals…
…trust is the essence of the trusted advisor that we all strive to be.
Building trust is typically a arduous long-term process. It requires high quality work, a good amount of generosity towards your client and at least one moment of truth. We need to put a real investment of work, time, money and attention into our client relationships in order to make them trustful. But is this all worth it? Aren’t we better off with a quick transaction where we receive the value right away? When is the time we get something in return?
The true value of trustful relationships usually shows under pressure. When the client has to make a high performance achievements under high time pressure. Then, there is definitely no time left for a benchmarking of different service providers, chasing the best offer, negogiating for the best price. Our client will turn to the trusted advisor. This is the time when we can benefit most from a trustful relationship. On the one hand there is less pushback on our premium fees. On the other hand it is a great time to learn and grow together with our client as we get jobs beyond our core expertise.
Although the usual checks and balances might get by-passed, we must not let it slip. We need to make sure that we deliver high quality work that complies with our professional standards also under these high pressure conditions. Otherwise we may loose the trust again. In fact, keeping our high standards under these circumstances is a chance to deepen the trust even further.
Now, as we approach the end of the year, it is a perfect timing to spot these opportunities. Our clients face their yearly targets. They may struggle to get there. And they count on you!
I trust you will help them!
Malte
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