I was having lunch the other day with a good friend, let’s call him Dave. I had been using my mobile phone charger during lunch and before putting it away I asked Dave if he needed to use it for his own device. Dave looked at his phone and passed on the opportunity as he said, “I’m at 70%, I’m

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The Trusted advisor does not merely transact with their clients, they develop and maintain significant relationships. This focus on the relationship is critical in building a sustainable pipeline of work over the long term for your business. The business working on a relationship level has connectivity into many levels of their client’s organisations and are involved with supporting these clients

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THE TRUSTED ADVISOR DOES NOT HAVE CUSTOMERS – THEY HAVE CLIENTS. You have probably heard that old saying “the customer is always right”. Sadly, most service businesses are stuck inside this paradigm with their services and offerings being bought and sold like items on a grocery store shelf. In this situation, the business has a limited ability to differentiate and

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“Always remember, your focus determines your reality.” George Lucas Tweet Recently, I travelled from Perth to Melbourne and arrived very late. I had some work to do and didn’t get to bed until the wee hours of the morning. That same morning, I had to meet with some associates. So, after a little shut-eye, I got up, got dressed, put

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