9
Never Steal a Bacon Sandwich
I'm sitting at the front of a large auditorium. I am the moderator for a panel discussion about trusted business advisors. To my left, seated behind a long table with individual microphones, are three senior executives. They were chosen because they have spent a lifetime selecting and hiring professional advisors and suppliers of all types.
The audience consists of the senior bankers from a prestigious global investment bank. There are more navy suits and red ties out there than I have seen since a large wedding I went to in New York. The audience wants to know about relationship building from the client's side of the desk.
I ask the first question of the panel. “Can you tell me about your most trusted advisors? Which bankers—and banks—are in your ‘inner circle,’ and why? What qualities do they bring to the table?”
The first CEO responds:
“The banker or any other person who is my trusted advisor is there for me through thick and thin. They aren't just present and providing advice when there are lots of fees being paid out. They come see me and add value even during the dry spells.”
The other two executives nod with approval. Good answer!
The second CEO speaks:
“My trusted advisor always puts my interests first. He is willing to say no and push back. He asks thought-provoking questions and listens well. And, he has great integrity. He's utterly and completely reliable. If he tells me he'll have a report on my desk at 9 a.m. on Monday, it's there at ...
