#df16 steps to become a trusted advisor

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Steps to Trusted Advisor The value of Trust @KerryTownsend Kerry Townsend Associate Manager, Accenture

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Page 1: #DF16 Steps to become a Trusted Advisor

Steps to Trusted AdvisorThe value of Trust

@KerryTownsend

Kerry TownsendAssociate Manager, Accenture

Page 2: #DF16 Steps to become a Trusted Advisor

Steps to Trusted AdvisorKerry TownsendSolution Architect, Associate Manager - Accenture

@kerrytownsend

Page 3: #DF16 Steps to become a Trusted Advisor

a giving up of control, at some level, to another person. *

Joel C. Peterson,Professor of Management, Stanford Business School

What is Trust?

Building Trust

Trust noun1. firm belief in the reliability, truth, or ability of

someone or something.

Page 4: #DF16 Steps to become a Trusted Advisor

Types of Trust

Building Trust

In Someone ElseIn Physical Ability In Mechanics

Page 5: #DF16 Steps to become a Trusted Advisor

Trust is Important in All Relationships

Building Trust

Page 6: #DF16 Steps to become a Trusted Advisor

“I believe that trust is more powerful than power itself,”

Joel C. Peterson

About trust...

“...it makes life more enjoyable and more productive. People who live in high-trust

environments thrive.”

Page 7: #DF16 Steps to become a Trusted Advisor

Giving Advice based on a deep understand of the person’s needs and with the person’s best interest at heart

Trusted Advisor Role

Page 8: #DF16 Steps to become a Trusted Advisor

Admin Consultant Freelancer

n

My Journey

nn

Learnt about Sales ProcessLearnt Value of RelationshipsRole ExpandedApproached years later

Career Advancement Valued Advice

Repeat engagements

Lifelong ConnectionsRecommendationsUnexpected Opportunities

Page 9: #DF16 Steps to become a Trusted Advisor

Characteristics & Benefits

For longer text

25%For longer

text

25%

More Influential

More Valuable

More Effective

Less Stress

Career Advancement

New Opportunity

ReferralsForgiveness of

Mistakes

GenuineLong Term

Mutually Beneficial

Page 10: #DF16 Steps to become a Trusted Advisor

The Steps

5.Then Advise

4. Understanding

3. Maintain Consistency

2. Build Credibility

1. Confirm Authenticity

Page 11: #DF16 Steps to become a Trusted Advisor

What does this mean in practise?

Long Term View Without Ego

Building Trust

PassionCuriosityEnthusiasm

Presence in actionConsistent deliveryTimekeepingRespect people’s time

Open Q & ARegular communicationKnowledge Generous Full AttentionKnow you topics

ATTITUDE

IMPLICITEXPLICIT

ACTION

Page 12: #DF16 Steps to become a Trusted Advisor

Where to Start This is a lifelong journey

Audit Relationships

Make a PlanTake Action

Ask yourself Questions:Current high trust relationships?Current low trust relationships?

Decide:

Where to focus firstWhat is SuccessAppropriate Actions

Make small sustainable changes

ReviewAdjust

Page 13: #DF16 Steps to become a Trusted Advisor

Trailhead

Trailhead

Trust and Influence

https://trailhead.salesforce.com/module/manage_the_sfdc_way_trust_influence

Page 14: #DF16 Steps to become a Trusted Advisor

Thank Y u