February 1, 2023 Barlow Research Associates and Clarity Advantage have collaborated on an article, “The Business Banking Path to Trusted Advisor”, viewable in Clarity’s Knowledge Center and on Barlow’s website. (https://www.barlowresearch.com/Trusted_Advisor/The-Business-Banking-Path-to-Trusted-Advisor.php).
In summary, the article says:
While a few bankers may develop strong enough client relationships, deep enough business expertise, and broad enough community connections to advise clients themselves or introduce them to additional resources, most will not. Banks aspiring to build scalable models that deliver their relationship bankers as sources of perspective should define the clients on which they want to focus and the client-difficult challenges they’ll prepare their bankers to address; promote that message to bankers, clients, and prospects (so they know what to expect); and align internal expectations including feedback, resources, hiring, and training to support the strategy.