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info@mutual-value.com

 * HOME
 * ABOUT US
 * KNOWLEDGE BASE
 * INDUSTRY
   * INFRASTRUCTURE
   * PROFESSIONAL SERVICES
 * SERVICES
   * WORKING WITH US
   * MAJOR ACCOUNT PROGRAMME
   * LEADING AN ECOSYSTEM
   * STRATEGIC EXECUTION
   * MUTUAL VALUE FOR PROFESSIONAL SERVICE FIRMS
 * PARTNERS
 * CONTACT US

Select Page
 * HOME
 * ABOUT US
 * KNOWLEDGE BASE
 * INDUSTRY
   * INFRASTRUCTURE
   * PROFESSIONAL SERVICES
 * SERVICES
   * WORKING WITH US
   * MAJOR ACCOUNT PROGRAMME
   * LEADING AN ECOSYSTEM
   * STRATEGIC EXECUTION
   * MUTUAL VALUE FOR PROFESSIONAL SERVICE FIRMS
 * PARTNERS
 * CONTACT US


BECOME A TRUSTED PARTNER TO CLIENTS AND COLLEAGUES.


TRUSTED PARTNERS CREATE MORE VALUE TOGETHER

Trusted relationships create far better outcomes, bring values to life and lead
to more profitable engagement. Too often, warm words about partnership and
collaboration don’t turn into real behaviours. We help you make sure they do.

Our approach is based on decades of experience and our own models and methods.

We offer:

 * Training – which changes the mindset, and provides those involved with the
   skillset to have much more powerful meetings and conversations which build
   trust and focus on value.
 * Consulting – facilitating powerful and action-oriented workshops, helping our
   clients collaborate more effectively, developing and delivering ambitious
   strategies and programmes geared to higher value creation.
 * Coaching – to support those who want to build trust and develop a  stronger
   narrative when leading, selling and partnering.
 * Keynotes and event workshops – about better storytelling, sharper market
   differentiation and how to build Trust in every encounter.


ACCOUNTANTS AND LAW FIRMS


OUR PROGRAMMES AND COACHING HELP YOU BECOME TRUSTED PARTNERS


ACCOUNTANTS AND LAWYERS DEPEND ABOVE ALL ON BUILDING TRUST TO GROW THEIR
REVENUES AND BE SEEN AS KEY ADVISERS. THERE IS NOW A PROGRAMME TO HELP THEM DO
IT, AND TO ENSURE THE FIRM AS A WHOLE SHOWS UP IN A WAY THAT DEEPENS IMPORTANT
CLIENT RELATIONSHIPS.

These skills are as important as professional knowledge for those who need to be
rainmakers. It’s also critical that there is consistency across their teams so
that there is Firm-wide trust. Even the very best need a great team around them
who understand how to do this.

Mutual Value has designed a training and coaching programme built on decades of
experience in this area  based on the very best thinking, and you can find more
details here.   

We also offer keynote speeches and workshops at your partner retreats to sharpen
their value proposition and encourage much higher levels of cross selling.
Contact sophie@ mutual-value.com to find out more.

Our Latest Thinking


PODCAST EPISODE 2: ‘THE TRUSTED ADVISOR’, 22 YEARS ON..

"Doing the right thing: being long term selfish."  Charlie Green, quoting a
Goldman Sachs leaderBy Stuart Maister, Joint MD, Mutual Value Speak with many
professional firms and they tell you: 'we want to become a Trusted Advisor to
our clients'. This phrase was...


PODCAST EPISODE 1: THE LEADER WHO BUILT TRUST

“I characterised the past as Model A. Adversarial relationships, short term
power based relationships with stakeholders...I said we'll create a new model,
Model B...which will mean a shared destiny relationships with all our
stakeholders...we're going to try and keep...


Our Services
Contact Us


LISTEN TO OUR PODCAST: CHOOSE TRUST

We speak with some of the world’s leading experts on trust about the practical
ways in which high trust relationships can be developed, and the value created
as a result. What are the challenges? What are the rewards? In 40 minutes we
explore these questions with those who have practical experience of turning warm
words into real behaviours.



 

 

 



It starts with the leadership realising that this change will give them
competitive advantage. Review our programmes to see how we can help you and your
teams build far higher value-based trusted relationships.

 

Our Major Account Programme – the 5 core services

Leading an Ecosystem – how to build complex multi-party trusted relationships

Strategic execution – leading with trust

The Mutual Value Professional Services Training Programme – ensuring your people
are trusted partners


YOU’RE NOT SELLING OR BUYING A PRODUCT OR SERVICE.


YOU’RE ESTABLISHING A RELATIONSHIP.

Anything can happen. COVID-19 has shown us that.

 But rigid contractual approaches that underpin so much business engagement make
it difficult for clients and suppliers to respond and adapt in an agile way to
change.

There’s a better way. To behave like partners in a common enterprise.

If we make trust the fundamental way to attract and retain customers, then we
ensure real collaboration. Buyers actually ask themselves: do I trust this team
when things go wrong? Or the world changes?

Yet most of the buying conversation revolves around other questions:  what can
you do and how much will it cost?

So we believe all sides need to honestly address trust and make it a central
part of why they engage in business together. 

The result: more agile, innovative and responsive activity based on long term
engagement. A sense of shared ambition and an understanding that buyers and
sellers create outcomes together. That’s Mutual Value in action.

The best account leaders know and do this already. The mission is to make this
behaviour consistent across your teams.




IT’S HOW YOU ALL SHOW UP – TURN YOUR VALUES INTO VALUE

Your client experience depends on how you all show up internally and externally.
This is a cultural shift which can affect how your teams work together as well
as with clients. Most organisations have Value Statements which are warm words
that should drive different behaviours. 

Most don’t, and that’s why help clients turn Values into Value.

The Mutual Value approach is to develop consistency in behaviour  – so that it
‘feels different’ to work with your firm. This is not about a service ethos, but
about the establishment of a grown-up mindset that focuses on collective
ambition and continually building trust as the foundation for strong
relationships.




THE IMPACT OF MUTUAL VALUE

  Vendors win in the market by how they behave and the way they work with
clients

  Clients gain far greater value from their commercial choices

  Organisations lead ecosystems where collaboration enables greater innovation,
agility and better performance

  The parties focus on how they work together, co-creating solutions that
deliver far superior outcomes


IT FEELS DIFFERENT: MORE HUMAN, MORE OPEN, LESS TRANSACTIONAL


WE CONSULT, TRAIN, COACH AND SUPPORT.






COMPETITIVE DIFFERENTIATION BASED ON HOW YOU CONSISTENTLY SHOW UP AS A TEAM

We use a series of models to help our clients consider how they show up in their
most important relationships, what impact this has and what to do in order to
elevate the levels of trust involved.

We can then train the people involved, coach and support the change in approach
and even work with their clients or partners to enable co-creation of Mutual
Value as the foundation of a stronger, trust-based relationship. Our aim is to
transfer skills to make this business as usual.

Our work helps your team develop a clear focus on value through:

 * A clear and simple narrative to ensure a powerful story
 * A value-based mindset that moves away from transactional thinking and drives
   trusted behaviours
 * A stronger skillset to support better conversations and engagement with
   clients and partners
 * A Mutual Value toolset that provides practical ways to support stronger
   relationships




WHAT THEY SAY ABOUT US..

We’ve worked with leaders across many sectors and countries. Here’s what some
have said about us recently…

Stuart has worked with us at a strategic level on a major European initiative
which requires deep levels of trust in a complex stakeholder environment. He has
cut through this complexity to identify the key issues we need to address, with
strong and valuable recommendations about how we can tackle them.

Dan McCormick, Group Digital Products Director

Rentokil Initial

Kevin has a wealth of experience in BD and leadership and leverages that
knowledge to challenge those around him to aspire to achieve more. Kevin is
intrinsically commercial, whilst working with a strong commitment to ensuring
that relationships are based on mutual benefit, thinking win/win. I confidently
recommend Kevin as a coach and as a commercial leader.

Juliet Shaw, Director

Forensic Advisory Assurance, EY

Stuart worked closely with our leadership team, ran a challenging and
provocative workshop and brought real insights, experience and ideas to the
table. He helped us create a simple, powerful narrative around a few big ideas
that cut through complexity. Stuart’s mix of journalism, insight and production
experience means he can work with our most senior leaders … across the Firm.”

Karim Emara, CMO

Arup

“Stuart was acting as a moderator, but he was also a catalyst. He was able to
distil the issues and make people focus on the aspects which really matter. …He
was drawing out of people what was really essential to be able to move forward
…we managed to fairly smoothly move into a process where we were aligned.. and
we managed to find something to inspire us…”

Stefan Krummek, Principal

TFP Farrells, Asia

FOR FURTHER INFORMATION GET IN TOUCH NOW...

 





SOPHIE@MUTUAL-VALUE.COM

Send a Message


MUTUAL VALUE HELPS YOU BUILD TRUST.

Let's have an open conversation about the value this can bring to your
organisation. Contact sophie@mutual-value.com to arrange a free video call with
Stuart Maister or Kevin Vaughan-Smith.

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