Client Trust and Influence:
What Every Consultant
Needs to Know
Client Trust and Influence: What Every Consultant Needs to Know
Trust is created in your exchanges with others – especially one on one. The term itself implies a relationship. One-way communications, like great marketing programs, great presentations, or even great blogs or tweets fall short when it comes to becoming a trusted advisor.
For people in consultative roles, our biggest differentiator is not our experience, but our clients’ experience of us. While it’s essential to be informed and industry-savvy, we truly stand apart when we pay attention to the “soft stuff,” like building client relationships.
Unfortunately, mastering the soft stuff of consulting is anything but easy. For one thing, it requires at least the same attention you’ve given the more technical aspects of your work. On top of that, the dynamics of trust in the client-consultant relationship, while universally lauded, are often completely misunderstood.
Andrea Howe, career consultant and co-author of The Trusted Advisor Fieldbook, will lead IMC NCR through a thought-provoking conversation about how trusted advisorship fundamentally changes the nature and results of client relationships. You’ll develop a deeper understanding of human behavior and learn new ways to distinguish yourself as a safe haven for your clients’ tough issues. In the process, you’ll discover the pathway to:
- Get your advice heard and taken
- Make a bigger difference with more people
- Develop new business with ease
- Thrive, rather than just survive, in a demanding role
- Win more work at better rates with clients you love.
||IMC NCR members are also invited to choose selections
from the Chapter’s member-donated management consulting
library free of charge the evening of this event.
Andrea P. Howe is the co-author, with Charles H. Green, of The Trusted Advisor Fieldbook: A Comprehensive Toolkit for Leading with Trust. She is a lead consultant for Trusted Advisor Associates and the founder of The Get Real Project, which has one simple mission: to kick conventional business wisdom to the curb and transform how people work together as a result.
A recovering information technology consultant, Andrea has spent more than 20 years managing projects, working with clients, and facilitating groups of all kinds and sizes. Her focus for the last decade has been teaching people in consultative roles how to get better results by getting relationships right. She has designed and led trust-related learning programs for companies like Accenture, Bank of America, Deloitte, and VW, among many others. She has spoken to executives, leaders, and teams throughout the U.S. and Canada, as well as in Mexico, Brazil, Europe, Russia, and the Asia Pacific region—live and via webinar/webcast.
Described by audiences as pragmatic and engaging, Andrea provides a toolkit to increase trustworthiness in any stakeholder relationship that is both practical and provocative.
When Andrea’s not working, you can find her in her art studio taking far too long to finish her latest mosaic project, or on stage performing with a Latin dance team in her home town of Washington, DC.
5:30 pm: Cocktails and networking (cash bar)
6:45 pm: Buffet dinner and chapter meeting
8:00 pm: Evening Program
9:15 pm: Adjourn.
LOCATION: Hyatt Arlington is conveniently located in Arlington, VA hotel. Just minutes from Washington, DC and only steps to the Rosslyn Metro.
METRO: ROSSLYN (Exit East side. L on Fort Myer Dr., RT on Wilson)
DRIVING: Maps & Directions
PARKING: Hotel underground self-parking garage; enter on Nash Street, $20.00/day. Hotel valet $25.00. On street Pay-to-Park where available.