9 Ways to Become a Trusted Partner to Your Clients


Are you tired of being just another supplier? Here are 9 ways to earn your client's trust, build credibility and be on your way to becoming a partner.

  • Adopt a gratitude mindset. Appreciate the business your customers give you (even the challenging ones).
  • Become an eternal optimist. Even your customers have bad days. Let them know they can rely on you during the tough times.
  • Listen more than you speak. Let your customers do the talking.
  • Be honest. Even if it means losing sales. You don't need to the business badly enough to sell your customers something they don't need.
  • Look for problems that need solving. Look for issues or focus areas that have been neglected and share how you can improve them.
  • Give advice freely. Customers expect you to be an industry expert. Share information, news, trends and knowledge you have gained and explain how your clients can leverage this to get better results.
  • Meet your commitments. Noting damages credibility more than missing deadlines. If you make a commitment, meet it. When you've delivered it, follow up.
  • Focus on results that matter to them. Your client doesn't care about your quotas and KPIs. Find out what results they want to achieve this year and figure out how you can help them get there faster.
  • Celebrate success. Shine the spotlight on your client, showcase your contributions and together celebrate the small victories.

Be intentional and stay focused and you'll be on the way to trusted partner in no time.

About the author 

Warwick Brown

Warwick Brown has led business development and account management teams in Australia and Europe for more than 15 years and worked with some of the world's most prestigious firms, including Merck & Co, Deutsche Bank, McKinsey & Company and Vodafone. His mission is to help account managers everywhere who are short on time and big on ambition get results.