by Randall CraigFiled in: Make It Happen Tipsheet, Blog, TrustTagged as: Client experience, Leadership, Trusted Advisor
If you aspire to being a trusted advisor, where is the center of gravity: you, or your clients? A fascinating insight from the world of writing can shed light on this question.
Every character in a script needs to see themselves as a main character. But the skill of the writer is to balance all of these “main” characters throughout the arc of the story, to hold the attention of the reader.
This is an exceptionally important concept for those looking to become a more powerful trusted advisor, for two reasons:
Becoming a powerful trusted advisor means recognizing that in the mind of every person that you meet — whether it be a colleague, prospect, client, or even family — in their eyes, they are the main character, not you. You are only a supporting cast member, and might only be making an appearance on one “episode”.
It’s too easy to let ego inflate your opinion of yourself. Powerful trusted advisors subsume their egos, and understand that main characters can only shine when there are exceptionally talented supporting cast members around them. This week, choose a prospect or client, ask yourself two questions: (1) What are the pressures that this main character is thinking about, and (2) What can I do as a supporting cast member, to make them shine?
Related post: Who’s the Client
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