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The Trusted Advisor


The Trusted Advisor Cover


Synopses & Reviews

Publisher Comments:

Bestselling author David Maister teams up with Charles H. Green and Robert M. Galford to bring us the essential tool for all consultants, negotiators, and advisors.

In today's fast-paced networked economy, professionals must work harder than ever to maintain and improve their business skills and knowledge. But technical mastery of one's discipline is not enough, assert world-renowned professional advisors David H. Maister, Charles H. Green, and Robert M. Galford. The key to professional success, they argue, is the ability to earn the trust and confidence of clients. To demonstrate the paramount importance of trust, the authors use anecdotes, experiences, and examples — successes and mistakes, their own and others' — to great effect. The result is an immensely readable book that will be welcomed by the inexperienced advisor and the most seasoned expert alike.


In an ever-changing world, establishing trust can make or break business deals. The authors pinpoint the components of trust and explain how to apply their equations to a variety of situations. 16 charts.

About the Author

David H. Maister, a leading authority on the management of professional service firms, is the author of the bestselling Managing the Professional Service Firm, True Professionalism, and Practice What You Preach. He lives in Boston, Massachusetts.

Table of Contents



How to Use This Book

Part One: Perspectives on Trust

  1. A Sneak Preview

    What would be the benefits if your clients trusted you more?

    What are the primary characteristics of a trusted advisor?

  2. What Is a Trusted Advisor?

    What do great trusted advisors all seem to do?

  3. Earning Trust

    What are the dynamics of trusting and being trusted?

  4. How to Give Advice

    How do you ensure your advice is listened to?

  5. The Rules of Romance: Relationship Building

    What are the principles of building strong relationships?

  6. The Importance of Mindsets

    What attitudes must you have to be effective?

  7. Sincerity or Technique?

    Do you really have to care for those you advise?

Part Two: The Structure of Trust Building

  1. The Trust Equation

    What are the four key components that determine the extent of trust?

  2. The Development of Trust

    What are the five stages of trust-building?

  3. Engagement

    How do you get clients to initiate discussions with you?

  4. The Art of Listening

    How can you improve your listening skills?

  5. Framing the Issue

    How can you help clients look at their issues in a fresh way?

  6. Envisioning an Alternate Reality

    How can you help clients clarify what they're really after?

  7. Commitment

    How do you ensure clients are willing to do what it takes to solve their problems?

Part Three: Putting Trust to Work

  1. What's So Hard About All This?

    Why are truly trust-based relationships so scarce?

  2. Differing Client Types

    How do you deal with clients of differing types?

  3. The Lieutenant Columbo Approach

    What can we learn from an unorthodox winner?

  4. The Role of Trust in Getting Hired

    How do you create trust at the outset of a relationship?

  5. Building Trust on the Current Assignment

    How can you conduct your assignment in a way that adds to trust?

  6. Re-earning Trust Away from the Current Assignment

    How can you build trust when you're not working on an assignment?

  7. The Case of Cross-Selling

    Why is cross-selling so hard, and what can be done about it?

  8. The Quick-Impact List to Gain Trust

    What are the key things you should do first?

Appendix: A Compilation of Our Lists

A comprehensive summary and list of concepts, insights, tips, and tactics.


Notes and References


About the Authors

Product Details

Maister, David H.
Galford, Robert M.
Maister, David H.
Green, Charles H.
Free Press
New York
Business consultants
Business Communication - General
General Business & Economics
Business Writing
Edition Description:
Series Volume:
Nr. 189
Publication Date:
October 2001
Grade Level:
16 charts and graphs
8.44 x 5.5 in 7.77 oz

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Related Subjects

Business » Communication
Business » Consulting
Business » General
Business » Management
Business » Small Businesses » Operations
Business » Writing

The Trusted Advisor Used Trade Paper
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Product details 256 pages Free Press - English 9780743212342 Reviews:
"Synopsis" by , In an ever-changing world, establishing trust can make or break business deals. The authors pinpoint the components of trust and explain how to apply their equations to a variety of situations. 16 charts.
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