Shift from Expert to Trusted Advisor

1. Shift from Expert to Trusted
Advisor
By Gan Min Choo

2. Are your team perceived as a
Trusted Advisor ?
Capable
but Poorly
Aligned
Compliance
Function
Trusted
Advisor
Engaged but
No Strategic
TechnicalCapacity
Relationship Capacity
D. Goleman, Emotional Intelligence: Why It Can Matter More Than IQ (Bantam Books, 1995)
 Requires higher levels
of ‘Systems and
People’ thinking
 EQ is 2x as important
as technical
competence*

3. Trust Model
Where:
T = Trustworthiness
C = WORDs ( I can trust what he/she says about…)
R = ACTIONS ( I trust him/her to..)
I = EMOTIONs ( I feel comfortable discussing …)
S = MOTIVES ( I trust he/she cares about…)
Trust (T)= (Credibility(C ) + Reliability ( R) + Intimacy(I))
Self-orientation (S)
Engage Listen Frame Envision Commit
5 stages of trust development

4. Shift that we want to create…
Business Contact
(Case assigned &
Escalation)
Content Expert
( NPIs/NSI/SMEs)
Trusted
Advisor
Strategic
discussion
Partner
Collaborative
Innovation
Depth of Relationship
Breadthofbusinesstopics

5. Inside the Bags
curiosity-is-as-important-as-intelligence
Developing Curiosity Overloaded
Curiosity Is as Important as Intelligence
Master of Artful Bragging

6. Questions ?
Email to
minchoogan@yahoo.comMchoo