Instructions

Enter the initials of your individual client. Then, using the scale from 1 to 5, rate your relationship against each of the six factors, keeping in mind the descriptions at the anchor points 1, 3, and 5 (select 2 or 4 if your relationship falls between these descriptions).

Individual Client (use initials only)

Measures of Relationship Health

For each factor, click on the circle below the number that best describes this client relationship.

1. Trust

1 Expert for Hire Client does not know you well, so trust must be developed from the ground up.

3 Trusted Expert Trusts your expertise and experience. Sharing of plans and priorities is domain-specific and still limited.

5 Trusted Advisor There is deep professional and personal trust. The client knows you always act in their best interest, and they openly share critical information with you.

2. Respect

1 Expert for Hire There is basic respect for you as a professional, but you have yet to earn deeper personal respect and esteem.

3 Trusted Expert The client has developed strong respect for you as a trusted expert. Your influence is growing but modest and narrow in scope.

5 Trusted Advisor The client views you as an authority in your field and treats you with deep respect. They always carefully consider your views, putting great weight on your advice.

3. Access

1 Expert for Hire It’s challenging to gain access to this client. A very specific, compelling reason is needed to get a meeting.

3 Trusted Expert You have periodic access to this client, but it is limited to a specific project issue that requires their attention.

5 Trusted Advisor You communicate regularly with this individual and have near-open access to their schedule. They return your calls and emails, and you have an ongoing relationship.

4. Loyalty

1 Expert for Hire Their loyalty to you is minimal; this is a transactional relationship.

3 Trusted Expert You’ve proven yourself through consistent good work and/or a strong value-added proposal. There is some modest loyalty.

5 Trusted Advisor They will always use you in your area(s) of expertise. Loyalty is also demonstrated through word-of-mouth referrals and testimonials.

5. Value

1 Expert for Hire The relationship does not currently add sufficient value to you or your firm, starting with an acceptable, risk-adjusted financial return.

3 Trusted Expert The relationship offers good financial returns, and the client perceives a strong ROI on their investment in you.

5 Trusted Advisor Meets or exceeds your financial benchmarks and delivers important additional benefits for both parties (intellectual capital, surprise client value, referrals, reputational enhancement, etc.).

6. Your overall role

1 Expert for Hire This is a new relationship; you don’t really know this individual, or you have at best met a few times.

3 Trusted Expert You have a good working relationship with this individual. There is solid trust and respect, reasonable access, and moderate loyalty.

5 Trusted Advisor The client views you as their go-to, trusted advisor in your area of expertise. Trust, respect, access, loyalty, and mutual value are all very strong.