Becoming a Trusted Advisor: The Path to Credibility, Compatibility, and Capability

It ain’t what you do, it’s the way that you do it: That’s what gets results.

– David H. Maister

At LSF Global, we recently delivered an impactful workshop on “Becoming a Trusted Advisor,” exploring the vital components of establishing and nurturing trust-based relationships with clients. In today’s competitive and fast-paced business environment, being seen as a Trusted Advisor is more crucial than ever. Clients seek partners who not only provide services but also offer strategic insights, anticipate their needs, and add significant value to their business.

In our workshop, we delved into the essential strategies and skills needed to achieve Trusted Advisor status. We emphasized that this role is built on three fundamental pillars: Credibility, Compatibility, and Capability—collectively known as the “3C’s of Becoming a Trusted Advisor.” These pillars form the foundation of strong, enduring client relationships and are instrumental in driving business success.

The 3C’s of Becoming a Trusted Advisor


Making the Right Impact: The importance of a strong initial impression cannot be overstated. Demonstrating confidence, honesty, and reliability sets the stage for a trustworthy relationship.

Delivering as Promised: Consistently meeting or exceeding expectations by delivering on promises and showcasing your expertise.


Adapting Your Style: Building rapport with stakeholders requires understanding their business behaviour styles and effectively adapting your communication approach.

Solving Problems: Being proactive in solving problems for internal clients to showcase your commitment and deepen the relationship.


Creating Value: Identifying and articulating various types of value you can provide, whether through innovative solutions or strategic insights. We explored the “Four Levels of Value” framework, which ranges from Value Offered (basic service) to Value Captured (deep partnership and trust).

Strategic Sales Planning

A significant portion of our workshop also focused on strategic sales planning and how to increase the probability of meeting sales quotas. Understanding and aligning with the client’s strategy, identifying your sales type, and continuously customizing your approach based on the client’s evolving needs are critical steps in this process.

By focusing on what you can do for your clients and understanding their strategic goals, you can enhance your credibility, build stronger compatibility, and demonstrate your capability effectively. This approach not only helps in achieving sales targets but also positions you as an indispensable advisor to your clients.

Our workshop on “Becoming a Trusted Advisor” provided attendees with actionable insights and practical strategies to elevate their client relationships. By embracing the 3C’s—Credibility, Compatibility, and Capability—sales professionals can transition from being mere service providers to becoming trusted advisors who drive significant value for their clients.

At LSF Global, we are dedicated to empowering professionals with the knowledge and skills to succeed in their roles and foster long-lasting client partnerships. Stay tuned for more insights and strategies to help you on your journey to becoming a Trusted Advisor.

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