The power of reciprocity in developing Trusted Advisor relationships

Nov 05, 2014 by Wilson Hull

The Power of Reciprocity

What role does reciprocity play in developing Trusted Advisor relationships? 

Reciprocity has long been seen as one of the most important fundamental requirements for society.  The ability to give without getting something back straight away forms social bonds and makes for far more pleasant relationships with others.  Think of gift giving on birthdays and other important occasions.  My neighbour clears my mail for me when I am away and I give him fruit from my fig tree.  Corporate hospitality is a formal method of creating bonds of reciprocity in business but because it tends not to be highly personalised (you take a group of clients to the rugby etc.) it can be hit and miss in its effects.

What role does reciprocity play in developing Trusted Advisor relationships?  It may surprise you to learn that either asking a client for a favour or giving the client a favour are both equally helpful in developing the business relationship.  People feel more comfortable and are more likely to trust you if there is a bond of reciprocity involved. 

Of course, the favour has to be appropriate.  For example, asking the client for help setting up a meeting with someone else within the same organisation, once you have got to know them, acknowledges the clients areas of expertise (“I need your help”) and puts the client in a position where they know they can call on you in a similar fashion.   Saying “would it help if I …. “ to a client with a problem shows you are willing and able to give a favour, and are investing in the relationship.