The Business Advisor Series

How would it change your firm if you were able to able to institutionalize development of exceptional client relationships, so everyone in the firm worked to become (and remain) proactive, forward-thinking business advisors?

Understand the Characteristics of Good Business Advisors

Personal Development - 1 hour

  • Understand why you need to become a business advisor
  • Become proactive and forward-looking
  • Offer fresh ideas and innovative solutions
  • Invest time to understand the client
  • Commit to a course of action
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Earn Trust

Personal Development - 1 hour

  • Understand the trust equation
  • Function as a person, not a role
  • Provide hard truths (with care and humor)
  • Act consistently, reliably and with the clients’ best interests
  • Commit to a course of action
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Understand the Client Service Continuum

Personal Development - 1 hour

  • Establish guidelines for both sides
  • Provide regular updates
  • Measure client satisfaction
  • Review engagements and improve performance
  • Commit to a course of action
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Increase Business Acumen

Personal Development - 1 hour

  • Get past assumptions
  • Clarify with clients what they’re really after
  • Ask empowering questions, establish mutual purpose and create clarity
  • Practice the art of listening
  • Commit to a course of action
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Ask Better Questions

Personal Development - 1 hour

  • Understand why it’s important your clients are successful
  • Find out what success means to your clients
  • Work with the client to reframe issues and brainstorm solutions
  • Provide options and ensure clients can do what it takes to succeed
  • Commit to a course of action
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Help Clients Get Better

Personal Development - 1 hour

  • Be a good steward of firm resources
  • Take personal responsibility for engagement budgets
  • Practice the principles of self‐accountability
  • Share your thoughts and ideas
  • Commit to a course of action
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Build Client Rapport

Personal Development - 1 hour

  • Understand the importance of Quadrant II
  • Build relationships by showing sincerity not technique
  • Search for what’s different in each client
  • Anticipate needs by doing the research
  • Commit to a course of action
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Avoid Barriers to Becoming a Business Advisor

Personal Development - 1 hour

  • Avoid complacency
  • Say what you mean without exaggeration or flattery
  • Learn to advise without fear
  • Avoid jumping to solutions too soon
  • Commit to a course of action
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