Building Trust in Homegrown Advisory Capabilities

Over the past 12 months, I’ve trained almost 100 accountants in business advisory. And I’ve seen the same patterns show up again and again, holding many firms back. Here I share 12 learnings firms must overcome to build a thriving advisory department. 1. Advisory is strategy, not reporting. Management reporting looks backward. Strategic advisory looks forward, helping clients make decisions for the future 2. Too many firms are stuck in compliance The cycle of deadlines and lodgements leaves no space for strategic work, so advisory never gets off the ground 3. Without structure, advisory feels instinctive and inconsistent. And that makes it impossible to scale beyond the partners 4. Advisory is undervalued. Too often it gets given away for free, rolled into compliance, or squeezed into “over lunch” chats 5. Advisors think they need the answers. In reality, clients already have them. The role is to ask better questions and guide clarity 6. The hardest part isn’t strategy - it’s starting the conversation. Many accountants know what to do, but lack the confidence to begin 7. Human skills unlock the real problem. Without rapport and trust, clients only share surface issues. With it, you uncover what really matters 8. Reactive is easy. Proactive is hard. Waiting for the client call means firefighting. Strategic advisory means starting the conversation and preventing problems before they flare up 9. Advisory time gets wasted chasing data. Prep and analysis should happen before the meeting, so the meeting can focus on better questions and strategy 10. Clients don’t buy numbers, they buy outcomes. If advice isn’t tied to their goals, it won’t stick. Linking back to goals is what drives action 11. Firms wait too long to train their team. Too often advisory stays in the partners’ heads. The earlier you build skills across the team, the faster it becomes consistent and scalable 12. Advisory isn’t a bolt-on. It’s not another service line it’s a cultural shift in how the whole firm thinks and operates. My biggest reflection is that Accountants already have the skills to be great advisors. The gaps aren’t in knowledge, they’re in structure, confidence, and human connection. When advisory stops being about partner instincts and becomes a trainable, structured process, firms unlock consistency, scalability and impact. Which of these resonate most with your experience? Leaders in Business CPA Australia #businesssdvisory

When I first started in consulting, I constantly heard how trust is everything. “Be trustworthy,” they said. But no one really told me how to build it. But you observe, senior leaders walk in the room and everyone listens to them, feels like magic but how you get there? Years later, this is something that clicked: the Trust Equation, introduced by Charles Green and David Maister in The Trusted Advisor: Trust = (Credibility + Reliability + Intimacy) / Self-Orientation Here’s what I’ve learned from observing the best leaders in the field: ✅ Credibility isn’t just about knowing your stuff; it’s about communicating it clearly and humbly. ✅ Reliability is the little things: showing up on time, following through, keeping promises. ✅ Intimacy is trickier; it’s the ability to build a safe space where clients feel heard and respected. ❌ And self-orientation? It’s the trust killer. If clients sense you're in it for yourself, everything else crumbles. The biggest shift for me was realizing that trust is built moment by moment, through mindset, not just mechanics. Every interaction is an opportunity to show you're credible, dependable, and genuinely there for your client. If you’re new to consulting, start here. Watch how seasoned leaders behave when no one’s looking. That’s where trust is built. It’s not always easy, but it’s the most valuable asset you’ll carry in your career. #Leadership #Mindset #Consulting #Trust ------------------- I write regularly on People | Leadership | Transformation | Sustainability. Follow Surya Sharma.

🚀 From Solution Architect to Trusted Advisor How I made the shift—and what holds many architects back Becoming a Trusted Advisor isn’t just about technical depth. It’s about evolving how you show up, communicate, and lead. Here are 8 lessons that helped me make the transition: 🔇 Don’t talk too much 👉 Listen first. Understand before advising. 🧭 You’re an advisor, not a decision maker 👉 Influence outcomes, don’t own them. 🎯 Talk to the real customer 👉 Go beyond internal teams—connect with those who feel the impact. 🌐 Broaden your understanding of technology 👉 Go wide, not just deep. Understand adjacent domains. 🧑🤝🧑 Be a leader, not a boss 👉 Inspire and guide without formal authority. ⚠️ Raise the risk instead of saying no 👉 Frame concerns constructively. Enable informed decisions. 🧘 Keep calm and be professional (Aikido mindset) 👉 Stay composed. Redirect tension into clarity. 🤝 Engage with stakeholders 👉 Build trust through consistent, meaningful interactions. 💡 The goal: Connect technology to business outcomes. Earn trust. Influence decisions. Drive impact. 💬 What’s helped you become a trusted advisor in your role? I’ve launched a podcast called Solution Architect Show (https://lnkd.in/g5Ej_CyD), where I share my journey, experiences, and insights as a solution architect. #EnterpriseArchitecture #SolutionArchitecture #TechLeadership #Collaboration #ArchitectureStrategy #DigitalTransformation #CareerDevelopment #GrowthMindset #Leadership #SoftSkills #BusinessOutcomes #ITStrategy #ArchitectureMatters #TrustedAdvisor #SolutionArchitecture #TechLeadership #SoftSkills #CareerGrowth #Influence #StakeholderEngagement #GrowthMindset #LeadershipDevelopment #ProfessionalEvolution

The Real Work of Communications ( 2) Becoming a Trusted Advisor One thing i have learnt is that comms earns influence through trust, not titles. You can’t just declare yourself a “strategic partner.” You prove it, one conversation at a time. You build credibility by bringing clarity where others bring complexity, and by asking the questions no one else is asking. Sometimes that means challenging a message before it goes out. Sometimes it’s helping a leader think through why people might not buy into a new direction. It’s not about control. It’s about care for how people experience the business. Over time, leadership starts to see that comms isn’t just there to make things sound good. We’re there to help things work. To me, that’s what being a trusted advisor really looks like. It’s shaping both the message and the mindset behind it. What does “being a trusted advisor” mean to you in your own role? How do you build that kind of trust with leadership where you work?

𝗕𝘂𝗶𝗹𝗱𝗶𝗻𝗴 𝗧𝗿𝘂𝘀𝘁 𝗮𝘀 𝗮𝗻 𝗜𝗻-𝗛𝗼𝘂𝘀𝗲 𝗖𝗼𝘂𝗻𝘀𝗲𝗹: 𝗦𝘁𝗿𝗮𝘁𝗲𝗴𝗶𝗲𝘀 𝗳𝗼𝗿 𝗦𝘂𝗰𝗰𝗲𝘀𝘀 As an in-house counsel, it's essential that your business colleagues view you as a trusted advisor and facilitator. To earn that trust, you need to understand the company's operations and develop strategies to overcome legal, contractual, and regulatory challenges. 💡 One way to build trust is to adopt a solution-oriented mindset. Resist the urge to say "no." In fact, you should very rarely say "no" to your internal stakeholders. Think in terms of "how" your business colleagues can achieve their objectives. Look for ways to say "yes" (even if it's a qualified yes) or "How can I help you figure this out?" This approach shows you're willing to find solutions and work with your internal clients. 🔍 An effective in-house counsel is always looking for solutions to every problem. If there's something you don't understand on the business side, don't hesitate to ask for help. Finding someone in the company who can assist you is key to being an effective in-house counsel. 🤝 By consistently being in solution and business-partnering mode, you'll build a reputation as a problem-solver. Even when faced with a situation where there truly is no practical solution, your colleagues will understand and respect you on the very rare occasion when you need to say no. What strategies do you use to build trust as an in-house counsel? Share your thoughts below. #GeneralCounsel #InHouseCounsel #Lawyer #LegalProfession #MLAGlobal

In today's fast-paced business world, building trust is paramount for professionals aiming to become trusted advisors to clients and colleagues. Here are key elements to consider: - **Deep Expertise**: Having extensive knowledge and experience in your field is crucial. It enables you to offer valuable insights and effective solutions that meet client needs. - **Active Listening**: Understanding clients' needs demands active listening. Pay attention, ask pertinent questions, and show empathy to truly grasp their concerns. - **Transparency & Honesty**: Trust is built on open and honest communication. Being transparent about recommendations, potential challenges, and limitations fosters trust. - **Confidentiality**: Respecting client confidentiality is essential. Handle sensitive information with care and discretion to maintain trust. - **Proactive Approach**: Instead of just reacting, proactively identify risks and opportunities. Offer solutions that help clients reach their goals. - **Consistent Follow-Through**: Uphold promises and follow up reliably. Consistent follow-through showcases your reliability and strengthens trust. By embodying these elements, professionals can position themselves as trusted advisors, fostering enduring relationships with clients and colleagues. #TrustedAdvisor #BusinessRelationships #ClientSuccess #Leadership #ProfessionalDevelopment