People choose to work with those they trust. And trust is based on three key dimensions. They’re the basis of our new book, Choose Trust, and in this post I set out the three dimensions of trust in short videos.

My article on why lawyers need to aim higher than being a trusted advisor was published this week by Law360, a prestigious US publication.

Here's the text of the article.

2025 is the year to really grow strategic clients and do more for them. The key is to move from transactional relationships to being high trust partners.

This 3 minute video sets out some thinking about how to do that.

Who do you trust more: Harris or Trump? For many American voters this is a no-brainer - both ways. But the who’ll decide the election will need to be convinced. Here’s an analysis of what’s involved.

The way to create high value propositions is to move from net fishing to spear fishing in the marketplace. Here are three questions that will help you sharpen your spear and create a powerful sales story.

The launch of the UK general election campaign was a disaster. It’s emerged that this was the tip of the iceberg, and the reasons provide valuable lessons for all leaders.

A buyer who builds trust with their suppliers will find they can do much more together. The key is to adopt Trusted Partner mindset. This follows the earlier blog which focused on why and how those selling should seek this status with their clients. It’s a two way street.

Here is a short paper for law and accountant firms setting out why and how to become a Trusted Partner to your most important clients.

As a young TV reporter I sold my professional services, just like you may do. Editors had choice, just like your clients. So how did they decide who to choose? That’s what this article considers.

This is the first chapter of our book ‘Choose Trust’, to be published by Economist Books. It sets out how distrust reduces your effectiveness as a leader, salesperson, teammate or buyer - but why this is so common in the workplace.

A powerful story turns you from a seller to a buyer. That’s because you have choice in who you work with - and being much clearer about your strengths means you win business as someone exchanging value, not selling a service.

A Russian doll tells you everything you need to know about how to achieve strategic clarity. I used it in a workshop with a global HR leadership team - and it changed the conversation completely. Here’s why.

Ismail Amla leads professional services and strategy for NCR Voyix, a global payments business that is involved in pretty much every high street and commerce platform. His clients are huge, he has big targets to hit - and he shares his secrets with me in my latest podcast.

In 2001 David Maister invented the phrase ‘The Trusted Advisor’. The book he wrote became the aspiration for most professional service firms. This article asks whether this is the right ambition.

Storytelling is a core leadership and sales skill. But individual stories are just evidence of a bigger strategic narrative, and this is fundamental, not a tactic. As a guest on a new podcast, I set out my thinking about this.

Greg Craig has taken Skanska UK to the top of the profitability tree by focusing on the right clients, doing the right work at the right price. It’s a clear statement of how a strategic narrative can drive performance, and he explains his. philosophy in this podcast.

Building high value, high trust relationships with the biggest clients is what Rich Postance has done throughout his career. In this podcast interview with us he tells us how to do it. It’s a masterclass in big account leadership form one of the most senior people in Accenture UK.

I was delighted to be David Newman’s guest on his popular Selling Show podcast. In 30 minutes you can hear why and how you must develop a powerful sales story to drive growth.

A new leader in a group that is looking innovate and disrupt. In our latest podcast, Nick Hale, CEO of a Private Equity backed group, explains how he’s used high trust leadership to drive growth through a better customer and employee experience.

‘Be long term selfish’. One of the big ideas from the co-author of ‘The Trusted Advisor’, 22 years after this seminal work was published. Listen to our podcast interview with Charlie Green.