As Consultants, we are called upon to provide our expertise to help our clients solve a particular problem.
Typically consultants will move on after each engagement until another problem that requires external help beacons.
But as Advisors, we build upon our initial consultancy calls to evolve our relationship with our clients from a solution-centric engagement to problem-defining collaboration.
Problem-defining engagement requires familiarity with the client's challenges and the critical influencing factors around and within its business environs. Such intimacy can come only from being a Trusted Advisor.