When are you a trusted advisor?
When clients stop negotiating on price, and start negotiating on price/value.
When you get invited to client outings and private social gatherings.
When you stop talking and start listening.
When you think of your client’s best interests before your own.
When you take pride in your client’s accomplishments before your own.
When you are willing to say no to a fee because you can’t deliver or you don’t believe in the client.
When your advice means more than a boilerplate report.
When you can measure the impact of your advice.
When you get to pick your clients, instead of clients picking you.
When reporters want your opinion.
When people seek you out as a mentor.
When teaching becomes more important than preaching.
When you are willing to say, “I don’t know.”
When empathy trumps sympathy.
When you can say that you truly love what you do for a living.
When clients are willing to give unsolicited references.
When you are willing to tell your client “no.”
When you see possibilities instead of roadblocks.
When you inspire instead of direct.