What’s the connection between trust and reputation? Julian Powe of Trusted Advisor Associates explains, and shows how trust can be used to manage reputation.
Author Archive for: Julian Powe
About Julian Powe
Julian Powe is a Trusted Advisor Associates LLC consultant based in London. An experienced change management consultant and former partner in a major firm, he focuses on Trusted Advisor relationship and Trust-based Selling programs with Trusted Advisor Associates.
Entries by Julian Powe
Recent Blog Posts
- The Consulting Industry: the Critical Role of Interpersonal RelationshipsOctober 18, 2017 - 6:00 am
This is the first in an occasional series on trust in particular industry verticals. This post looks at the consulting industry. ———— In consulting, some things are changing. And some are not. The biggest trend is, of course, the digitization of the firm’s service offerings. For example, nearly three quarters of one large consulting firm’s […]
- Don’t Confuse Your KPIs with Your CSFsOctober 16, 2017 - 6:00 am
I spoke with BigCo, Inc. They wanted their B2B salespeople to become trusted advisors. They felt (correctly) that greater trust levels with their customers would result in greater intra-customer market share and greater profitability. And they were right – as far as that goes. But they then described to me their implementation plan. It consisted […]