Unscripted
Unscripted Episode 94: The Art of Advisory: Building Relationships That Go Beyond the Work with Special Guest Jay Fischbein
What does it really mean to be a trusted advisor? In this episode of Unscripted , Liz and Chris sit down with Jay Fischbein to talk about the client relationship from a perspective we don't always get to hear: the client's side of the table. Jay shares his career journey and the perspectives he gained from working with professional services firms as a client, including what separates someone who simply completes the work from someone who truly shows up as an advisor. The conversation explores what it means to understand the "pulse" of a client's business, build relationships that go beyond the immediate project, and proactively engage with clients before they even know what they need. Jay also shares his perspective on how technology and AI may reshape relationship management—and what clients will increasingly expect from their advisors. Most importantly, we talk about what team members can start doing differently today to move from being viewed as service providers to becoming trusted business advisors. Whether you work directly with clients or support those who do, this conversation offers practical perspective on what clients really want from their professional services partners—and what they may not always tell us.
