The Trusted Advisor Workshop can be held in-person or virtually through our purpose built SkillsPilot platform and typically runs over 2 full days or 4 half days. Registration is straightforward and supported by our team, with case studies provided in advance. Bookings are flexible by cohort or organisation.
The workshop introduces characteristics needed to build a trusted relationship and impact the client's perpective, along with tools and techniques that prepare for and manage productive conversations. Key tools are introduced during plenary sessions and then practiced using a case study relevant to the organisation's business context. Skills Practice is conducted in small groups (typically between 4-6 people), each guided by a professional coach. 75% of the workshop focuses on practical skills development.
Increase client-facing productivity by applying structured meeting planning to reduce rework and improve decision quality in complex B2B engagements.
Accelerate commercially valuable conversations by using co‑creative dialogue to uncover strategic client needs faster and move from transactional discussions to value-based outcomes.
Improve win rates and margin performance by evolving from vendor/expert roles to trusted partner relationships, enabling stronger differentiation and premium positioning.
Shorten client decision cycles by confidently challenging assumptions, surfacing senior stakeholder concerns early, and securing alignment across complex buying groups.
Enhance effectiveness of key client-facing professionals by embedding repeatable behaviours in trust-building, influence, and proactive client leadership that deliver measurable commercial impact.
Click the headings to find out more, or contact us to explore bespoke options.
Prior to the masterclass, APS works with clients to construct a single, coherent case study that reflects a realistic and evolving client–advisor relationship. The case study is grounded in authentic, commercial context, including key stakeholders, strategic objectives, and relevant prior experiences—such as past challenges or disappointing engagements within the industry—to create credibility and emotional realism.
The Trusted Advisor masterclass can be run as a 2-full day or 4-half day workshop. It can be scaled up to be delivered to a maximum of 30 participants at any one event.
During a Trusted Advisor masterclass with APS, approximately 30% of the session is dedicated to introducing practical tools and techniques in an incremental way, allowing participants to build deeper skills as the day progresses. This portion also includes table group discussions and exercises, all supported by a table group coach.
The remaining 70% of the time is spent in break-out skills practice groups of upto six delegates, each guided by a skills practice coach. In these break-out groups, participants simulate client meetings using a detailed client background case-study, providing a realistic environment to practise and embed the behavioural skills needed to become a trusted advisor.
This structure ensures that delegates not only learn new approaches but also have ample opportunity to apply and refine these skills in realistic scenarios, with real-time feedback in a supportive environment.
Following the workshop, participants are expected to actively apply the principles and skills of becoming a trusted advisor within their day-to-day client interactions. This includes preparing more effectively for meetings using structured approaches such as the 5Ps, demonstrating stronger co-creative dialogue through balanced listening and assertiveness, and consciously building trust through credibility, reliability, intimacy and low self-orientation. Participants should seek opportunities to move beyond transactional or expert roles towards deeper, relationship-driven partnerships by proactively understanding client needs, challenging assumptions constructively, and offering insight-led perspectives. Ongoing reflection on client interactions, including reviewing critical incidents and adapting behaviours, will be essential to embedding learning. Ultimately, participants are expected to translate workshop insights into measurable improvements in client engagement, influence, and value creation.
The Reflections 360 tool can be used to assess how Trusted Advisor bevioural skills are being experienced by key cutomers and support evaluation of ROI.
✅ Facilitator presentations around Trusted Advisor key concepts, tools and approaches.
✅ Group and individual work.
✅ Discussions and skills practice.
A delegate attending the Trusted Advisor masterclass with APS can expect a highly practical and supportive experience, whether joining in-person or virtually via SkillsPilot.
The masterclass is designed to create a safe, yet challenging environment where participants are encouraged to try out new approaches and practise key skills such as influencing, challenging assumptions, surfacing concerns, and building trusted relationships. Throughout the session, delegates receive targeted feedback from a professional coach and their colleagues, highlighting what worked well and offering constructive suggestions to experiment with.
The workshop uses real-world case studies and small group exercises, ensuring everyone has the chance to reflect, discuss, and apply new techniques in a psychologically safe setting. This approach helps each delegate leave with a clear sense of their strengths, practical ideas to try out, and increased confidence to act as a trusted advisor in their own context.
The Trusted Advisor Masterclass runs as a complete package, including set-up logistics and all participant materials.
