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The Trusted Advisor
A relationship of trust often underlies successful partnerships and Thornbury believes that keeping a focus firmly on those elements and behaviours that develop and lead to trust can be a key differentiator for individuals and companies alike. Many organisations aspire to be regarded as "trusted" by their customers, suppliers, channel partners and the like, and are cognisant of the benefits that this can provide.
Thornbury has therefore developed material for inclusion in workshops adapted from the original book entitled 'The Trusted Advisor' (by David Maister, Rob Galford and Charles Green, ISBN 0-7432-0776-9).
Who will benefit from this material:
All front-line staff who are directly engaged with customers, suppliers or channel partners and who are tasked with establishing, building or maintaining business-critical relationships. A typical workshop module may include all or some of the following depending on specific needs:
Overview of current client situations - input by participants
- Relationship Assessment - where are we now ?
- Establishing & Building Rapport
- Succinct Communication (Elevator Speeches)
- Evolution of a Relationship
- The Development of Trust
- Structured Questioning
- Effective Listening
- The Trust Process
- Framing
- Envisioning
- Psychological Aspects of Influencing
Applying this thinking can deliver benefits wherever your company or your people have to develop relationships as an element in your business operation, for example
- Supplier management
- Client account management
- Consultative selling
- Channel Management
Contact us for more information or to arrange an appointment.
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"Thornbury are always professional, experienced and knowledgeable in their field."
Jackie Gill, Group 4 Technology Ltd.
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