Trust is the main ingredient in the mix that creates good client relationships.
This session is all about how you connect and engage with your clients, understand their needs and get under the skin of what’s going on in their organisations. Creating trust equates to being seen as a safe pair of hands and even for being forgiven your mistakes (and they will happen).
We will unpick David Maister, Charles Green and Robert Galford’s ’s well-known Trust Equation from their work The Trusted Advisor, now over 20 years old. We will explore the primary elements that feed and build trust, and also look at what can undermine it.
Trust is also two-way and it is equally important that you trust your clients and that respect is mutual. We will look at the importance of values and finding common ground in building trust. There have been times when we have walked away from working with clients because there has been a clear clash of values.
When there is mutual trust, however, a wonderful bond is created that goes beyond ‘winning the work’ and is all about genuinely caring about the people you work with.
Impact Factory provides organisations with the confidence, drive, and motivation to develop and thrive. Our mission is to build a more collaborative and fairer world where people understand each other and work together with a shared vision.
Since 1991, we have created Professional Personal Development, a proven experiential training method, that puts the person at the heart of learning. Our exceptional trainers create and deliver engaging, exhilarating, relevant courses.