DCPA2405. The Art of Advisory

In a time when many traditional services have become commodity offerings, becoming our clients Business Insights/Trusted Advisor is not only a way to provide higher-valued services and create greater client stickiness, but it also repackages a commodity service to one that you uniquely offer. Businesses everywhere are asking new questions; instead of "how profitable are we," questions focus more on "what can we do to continue to be profitable into the future." This session centers on augmenting and/or refining the skills required to effectively deliver these future focused facilitative/advisory services. Here are some of the topics we will cover:

Learning Objectives:

• Learning how to move back and forth between being an Expert to an Advisor,
• How to ask the questions that motivate the client to share what keeps them awake at night, or what inspires them to dream at night,
• Understanding how to act in the role of your client’s general contractor, and
• Believing that the scarcity skill set in this offering is not in the ability to solve problems, but rather, being able to identifying and prioritizing them.