Fundamentals of being the trusted advisor

Interviewer: Today I'm interviewing Mr. Tony Vardy on the creation of trust in commercial relationships. In particular, how to create that fabled relationship, that of the trusted advisor. Mr. Vardy's career spanned being an adviser to major commercial companies, professional service firms, and not-for profit organisations on strategy, business development, and top-level executive and board appointments. He has held senior appointments himself in telecoms and cable television including Group Strategy Director of British Telecom in London, and Executive Vice President at British Telecom in New York. He has had over 20 years' experience in executive search and strategy consultancy as UK Managing Partner in the global head of Telecoms and Media Practice for Spencer Stuart, and later as UK Managing Director of Korn Ferry. A link to his fuller biography accompanies this interview. This is the second time I've interviewed Mr. Vardy for the business and management collection so I feel safe in adopting first name terms. Not a step that should be taken too quickly when creating a relationship of trust. Tony, thank you for taking the time for this interview. May I start by asking, how does the role of a trusted adviser working on a retained appointment sales consultant, vary from that of someone in a position where they only get remunerated if