what might go wrong and what won ’ t work , they focus on the risks of new proposals rather than the potential rewards , they believe that life is a zero-sum game , with a limited amount of opportunity to go around , are concerned with “ getting their fair share ” at all times , and won ’ t make investments that don ’ t show an immediate return .
If you were a client , whom would you rather spend time with ? There ’ s no contest here : all of us would prefer a positive , visionary individual to someone who is always pointing out what ’ s wrong or may go wrong !
Is your tendency to see possibilities or limitations ? Do you focus on abundance or scarcity ?
The Skeptical Mindset
Trusted advisors have a Possibility Mindset but at the same time they are always a bit skeptical about what people tell them . They watch clients ’ feet , not their mouths . They are convinced by observable behaviour and data , not by mere words . Client advisors , “ Trust but verify ” is their motto . When a client says , “ We have great customer service ,” your attitude should be , “ That may be true . Let ’ s look more closely at that .” Have a doubting mind !
Do you have healthy doubts , that lead you to fact-check and investigate for yourself , about what your clients tell you about their business ?
The Curiosity Mindset
As we mature from children into adults , our curiosity shrinks . We learn about constraints , develop an aversion to “ wrong ” answers , and become smug in our expertise . We no longer ask , like a typical five-year old , “ Why ?” ( When our son was five , he asked us , “ Can bobcats eat glass ?” - go figure !). Albert Einstein claimed that important elements of his theory of relativity had its origins in playful questions he used to daydream about as a teenager , such as “ Could I ride on a light beam ?”
Great advisors have a deep sense of curiosity . They are always asking their clients , “ Can you tell me more about that ? Why is that so ?… What ’ s causing this ? Can you explain that ?” and so on .
Are you “ passionately curious ,” which is how Albert Einstein once described himself to a friend ?
Do you have healthy doubts , that lead you to fact-check and investigate for yourself , about what your clients tell you about their business ? Trusted advisors have a Possibility Mindset but at the same time they are always a bit skeptical about what people tell them .
The Knowledge Mindset
David Ogilvy , the advertising great , had a knowledge mindset - he loved to learn and based his creative strategies on solid business facts : whereas many advertising professionals relied on “ creative instinct ” alone to develop new ideas , Ogilvy believed in carrying out in-depth research about every aspect of a company ’ s products , customers , and competitors . In his classic book , Ogilvy on Advertising , in a section entitled “ Pursuit of Knowledge ,” he writes : “ I once asked Sir Hugh Rigby , surgeon to King George V , ‘ What makes a great surgeon ?’ Sir Hugh responded , ‘ There isn ’ t much to choose between surgeons in manual dexterity . What distinguishes the great surgeon is that he knows more than other surgeons .’”
I believe it is the same with trusted advisors : The good ones know more .
Echoing David Ogilvy ’ s observation , leadership authority Warren Bennis told me once , “ The professionals who develop into really great advisors are deep generalists . They develop a unique blend of knowledge depth and knowledge breadth .” This means reading widely - and outside their professional field .
Do you seek to continually build your knowledge base , both in your area of expertise and more broadly in the ‘ ecosystem ” ( business , government , an industry , etc .) that surrounds your client ?
The We Mindset
Trusted advisors view their work as a collaboration with their clients . Their goal is to help their clients shape and achieve their most important aspirations . This means collaborating - working closely together , engaging in give-and-take , and freely giving credit to the other person . In contrast , the typical “ expert for hire ” wants to have control in the relationship - their mindset frames their role as providing expertise that the client must use , “ as is .”
Do you control or collaborate ?
In conclusion , if you develop these mindsets , then the right knowledge , skills , and behaviours will follow .
Dr . Clifford J . Ferguson is the Managing Partner of Rainmakers , and Board Member of Glad ’ s House Kenya . You can commune with him on this or related matters via email at : Drcliffordjferguson @ me . com .