Sunday, September 28
As contagion of sickness makes sickness, contagion of trust can make trust.
-- Marianne Moore
Trust is one of the most important issues in business today. It's also one of the most critical hard dollar issues: it's now been proven that high trust among people in an organization directly correlates to high profitability.
How do you enhance trust in your client relationships?
Bad news: It's easier said than done.
The following 4 things can have a dramatic impact upon your bottom line as an independent professional and small business owner:
1. Openness - a willingness to listen to others about issues, and encouraging others to speak up; differences of opinion are sought and valued.
2. Straightforwardness - saying what needs to be said in a non-threatening and non- judgmental manner; conflicts are faced, not avoided.
3. Acceptance - appreciating others who are different in behavioral styles, approaches, and appearances. This is the one element that sets the stage for the success of all other elements of trust.
4. Reliability - will follow through on or do what was said or promised would be done.
Question: What's your trust quotient? What have you done recently to increase it? What are you willing to commit to doing, both for yourself and your clients, to make sure the
trust factor is addressed in your work?
Friday, September 5
This morning, I'm delivering my program called "Live Ammo Marketing Lab" for the Consultant's Forum, a group run by my friend and super consultant, Steve Horner.
Quite coincidentally, this morning's IMC (Institute of Management Consultants) Tip of the Day was this...
Q: Some clients seem to value subject matter expertise over organizational development or other consulting process skills. Is this always the case?
A: Not to oversimplify your issue, but you could divide consultants into subject matter or process experts. Subject matter experts know about an industry, its products, history, technology, structure, etc. Process consultants rely on the subject matter expertise of client staff but deliver process improvement in marketing, leadership, human resources, financial analysis, or other disciplines related to the operation of internal processes.
Clients are lucky (and so are you) if they get someone (like you) who knows both subject matter and process. However, most of the time, they are looking for one or the other. You may be better served to decide which kind of consultant you are and go with that strength. Find good partners who can complement your preferred focus.
Another good example of "Do It!" Marketing Strategy #2 that I share with independent professionals, consultants, speakers, coaches, and service business owners - DECIDE who you are!
David Newman :: Tel. 610.716.5984
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