All for One: 10 Strategies for Building Trusted Client Partnerships

Contents

Introduction: Transforming Your Client Relationships

PART I A Road Map for Building Trusted Client Partnerships

1 Reaching Level 6: Trusted Client Partner

Citigroup and Royal Dutch Shell

Booz Allen Hamilton and the U.S. Navy

Underpinnings of Trusted Client Partnerships

Importance of Reaching Level 6

2 Employing 10 Integrated Strategies

Do You Have a Client-Centered, Collaborative Culture?

Conclusion

PART II The Five Individual Strategies

3 Strategy One: Becoming an Agenda Setter

What Is an Agenda?

Principal Concerns of Senior Executives

Pressures on Senior Executives

Agendas and the Executive Life Cycle

Evolving through Three Stages

Industry Knowledge

Approaches for Engaging in Agenda Setting

Tools of Influence

Helping Your Client Implement an Agenda

Agenda Setting: What Successful Trusted Advisors Say

Conclusion

4 Strategy Two: Developing Relationship Capital

How Many Is Enough?

The Critical Few: Developing Your Relationship Hubs

The Many: Developing Your Broader Network

Models for Building a Network and a Client Base

Conclusion

5 Strategy Three: Engaging New Clients

First Meetings

Conversational Techniques

Listening Pitfalls

Engaging with Senior Executives

Getting to Know Clients as People

Accelerating Trust

Conclusion: Relationship-Building Principles

6 Strategy Four: Institutionalizing Client Relationships

From Trusted Advisor to Trusted Partner

Conclusion

7 Strategy Five: Adding Multiple Layers of Value

What Is Value?

Determining What Is Valuable for Each Client ...