<img src="https://secure.leadforensics.com/133892.png" alt="" style="display:none;">

As margins are squeezed and competition increases, long term partnerships are strategically important to almost every business.

I’m sure, like me, the best relationships you have are those that are built on trust. Therefore, I feel it’s crucial that anyone involved in delivering projects need to be able to offer more than just the transactions described by their job titles. This includes roles such as project managers, consultants, technical architects and so on. They need to become trusted advisors.

What is a trusted advisor?

A trusted advisor is an individual who has developed a relationship with the customer beyond a point of sale or project transaction. If you look within your service delivery or operations team, you can probably identify a number of people that customers specifically ask to work with on a regular basis.

If they have a new requirement, they may ask for a consultant by name because they have worked with them previously: 

“Could we have a call with Elizabeth please as we would like to implement a timesheet management solution and she knows our business really well”

Or they may ask for advice from a technical architect even though the question falls outside of their skill set:

“We know it’s not really his area of expertise, but we were hoping John may be able to help?”

These are both good examples of where an individual has become a trusted advisor to the customer. Rather than approaching the business for help, the customer is seeking advice from a named individual because they value the advice that will be provided.


what is a trusted advisor

How to become a trusted advisor

You could probably come up with a list as long as your arm when it comes to identifying what makes an individual a trusted advisor.

Below, I’ve picked out what I believe are four of the most important traits:

1) Credibility – can you back up with your words and recommendations with demonstrable knowledge and experience? Are you a subject matter expert? If the answer to these questions is yes, then you are well on your way to establishing your credibility in the eyes of the customer.

2) Authenticity – are you genuinely passionate and enthusiastic or going through the motions? It’s difficult to understate how infectious a person’s passion and enthusiasm for a solution or business can be. If you have someone who is excited by what they do, customers will want to join them on that journey.

3) Reliability – no one likes being let down or wants to be the person who doesn’t keep their word. Say what you’re going to do and, more importantly, do what you say you’re going to do. Deliver on your promises.

4) Selflessness – sales directors should probably skip this bit as I’m going to suggest you put your customers’ needs ahead of your own. Not every interaction has to result in a licence sale or more chargeable consultancy work – sometimes the correct advice may result in the opposite. It’s about investing time and energy with no immediate short-term gain but will ultimately benefit you in the long term.

The key takeaway here is that to become a trusted advisor yourself, you need to build relationships with your customers.

Helping you to deliver customer success

Successful projects are built on the back of great relationships, where your project team are considered as trusted advisors.

This means when it comes to putting your project teams together, you need to look beyond utilisation metrics as your key deciding factor for who to deploy. You should ensure you use the most appropriate resource, the ones that demonstrate the traits in the bullet points above and not the most available.

To find out how Dynamics 365 Business Central for Professional Services can help you manage your resources more effectively – enabling you to quickly and easily identify YOUR trusted advisors – click on the button below.

Learn more about our solution



Discuss this post

Recommended posts

Managing a project’s ecosystem from bid to bill is an essential part of any successful professional services company. With PSA software, you can automate the many manual processes inside your organisation and gain access to accurate insights into how your projects are being managed.
One of biggest challenges currently facing professional services firms is trying to manage costs across multiple projects. Professionally tracking and reporting your costs – including the daily expenses you might consider unimportant – will warn you before you blow the budget.
As a professional services firm, time and resource management is at the heart of everything you do. This includes your ability to assign the right people to the right tasks and balancing their workload. Another important part of your business is tracking employee time and external expenses separately from other projects/operational costs. In this blog, we look at the benefits of implementing time and expense software.
Professional services automation (PSA) software helps professional services firms manage time tracking, contracts, project management, invoicing, billing and more. By migrating from manual processes to automated workflows, many professional services businesses have found they can lower overhead costs, grow faster and improve their overall efficiency.
When Dynamics 365 Project Operations joined Microsoft’s suite of cloud-based business solutions, you may have wondered how it differed from previous project management apps. For example, D365 Project Service Automation (PSA) precedes D365 Project Operations. And then there’s Microsoft Project, Microsoft Planner and D365 Finance & Operations - all of which also offer some project management capabilities.
right-arrow share search phone phone-filled menu filter envelope envelope-filled close checkmark caret-down arrow-up arrow-right arrow-left arrow-down