Why
- Successful framing, which is simultaneously a means of building trust and an essential part of giving advice, is the process by which the advisor helps the client crystallize and clarify the main issues involved in the client’s problem.
- The purpose of framing is to reveal and organize the client’s issues and to help the understanding of the problem coalesce into a common view, so that the process can move forward with greater clarity.
What
- Rational framing: distilling a complex set of issues down to a few critical variables.
- Emotional framing: surfacing hidden emotions; solving not only the technical aspects of the problem but also the very real emotions that surround any kind of significant decision making.
- How to approach emotional topics (click on the arrow to expand)
How
- Say what you mean: great trusted advisors can be relied upon to tell the client the bad news, along with the good. They can be relied upon to tell the truth, always with tact and care.
- Always try to make sure that our answer is not a purely technical one. And always ask how our work affects the client individually and personally.
Remember:
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💡 It is not enough for a professional to be right: An advisor's job is to be helpful.
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