The Four Levels Client Relationships

Four Levels of Client Relationships

B u s i n e s s I s s u e s

Relationship-BasedTrust-Based

B r e a d t h o f

Depth of Personal Relationships

ServiceOffering-BasedNeeds-Based

Four Levels of Client Relationships

Focus on:Energyspent on:Partnerreceives:Successindicators:

Expertise-Based

Answers,expertiseExplainingInformationTimely, highquality

Needs-

BusinessroblemProblem-solvinSolutionsProblemsresolved

Relation-ship-based

Partnerorg’nProvidinginsightsIdeasRepeatbusiness, sole-sourced

Trust-based

Partner asa personUnder-standingpartnerSafe haven fortough issuesJointly definingthe work to bedone

Trusted Advisor Four Levels of Client Relationships

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