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The Trusted Advisor


The Trusted Advisor Cover


Synopses & Reviews

Publisher Comments:

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

andlt;Bandgt;Contentsandlt;/Bandgt;andlt;BRandgt;andlt;BRandgt;Introductionandlt;BRandgt;andlt;BRandgt;How to Use This Bookandlt;BRandgt;andlt;BRandgt;andlt;Bandgt;Part One: Perspectives on Trustandlt;/Bandgt;andlt;BRandgt;andlt;OL TYPE="1" START="1"andgt;andlt;BRandgt; andlt;LIandgt;A Sneak Previewandlt;BRandgt; andlt;BRandgt;andlt;Iandgt;What would be the benefits if your clients trusted you more?andlt;BRandgt; andlt;BRandgt;What are the primary characteristics of a trusted advisor?andlt;/Iandgt;andlt;BRandgt; andlt;LIandgt;What Is a Trusted Advisor?andlt;BRandgt; andlt;BRandgt;andlt;Iandgt;What do great trusted advisors all seem to do?andlt;/Iandgt;andlt;BRandgt; andlt;LIandgt;Earning Trustandlt;BRandgt; andlt;BRandgt;andlt;Iandgt;What are the dynamics of trusting and being trusted?andlt;/Iandgt;andlt;BRandgt; andlt;LIandgt;How to Give Adviceandlt;BRandgt; andlt;BRandgt;andlt;Iandgt;How do you ensure your advice is listened to?andlt;/Iandgt;andlt;BRandgt; andlt;LIandgt;The Rules of Romance: Relationship Buildingandlt;BRandgt; andlt;BRandgt;andlt;Iandgt;What are the principles of building strong relationships?andlt;/Iandgt;andlt;BRandgt; andlt;LIandgt;The Importance of Mindsetsandlt;BRandgt; andlt;BRandgt;andlt;Iandgt;What attitudes must you have to be effective?andlt;/Iandgt;andlt;BRandgt; andlt;LIandgt;Sincerity or Technique?andlt;BRandgt; andlt;BRandgt;andlt;Iandgt;Do you really have to care for those you advise?andlt;/Iandgt;andlt;BRandgt;andlt;/OLandgt;andlt;BRandgt;andlt;Bandgt;Part Two: The Structure of Trust Buildingandlt;/Bandgt;andlt;BRandgt;andlt;OL TYPE="1" START="8"andgt;andlt;BRandgt; andlt;LIandgt;The Trust Equationandlt;BRandgt; andlt;BRandgt;andlt;Iandgt;What are the four key components that determine the extent of trust?andlt;/Iandgt;andlt;BRandgt; andlt;LIandgt;The Development of Trustandlt;BRandgt; andlt;BRandgt;andlt;Iandgt;What are the five stages of trust-building?andlt;/Iandgt;andlt;BRandgt; andlt;LIandgt;Engagementandlt;BRandgt; andlt;BRandgt;andlt;Iandgt;How do you get clients to initiate discussions with you?andlt;/Iandgt;andlt;BRandgt; andlt;LIandgt;The Art of Listeningandlt;BRandgt; andlt;BRandgt;andlt;Iandgt;How can you improve your listening skills?andlt;/Iandgt;andlt;BRandgt; andlt;LIandgt;Framing the Issueandlt;BRandgt; andlt;BRandgt;andlt;Iandgt;How can you help clients look at their issues in a fresh way?andlt;/Iandgt;andlt;BRandgt; andlt;LIandgt;Envisioning an Alternate Realityandlt;BRandgt; andlt;BRandgt;andlt;Iandgt;How can you help clients clarify what they're really after?andlt;/Iandgt;andlt;BRandgt; andlt;LIandgt;Commitmentandlt;BRandgt; andlt;BRandgt;andlt;Iandgt;How do you ensure clients are willing to do what it takes to solve their problems?andlt;/Iandgt;andlt;BRandgt;andlt;/OLandgt;andlt;BRandgt;andlt;Bandgt;Part Three: Putting Trust to Workandlt;/Bandgt;andlt;BRandgt;andlt;OL TYPE="1" START="15"andgt;andlt;BRandgt; andlt;LIandgt;What's So Hard About All This?andlt;BRandgt; andlt;BRandgt;andlt;Iandgt;Why are truly trust-based relationships so scarce?andlt;/Iandgt;andlt;BRandgt; andlt;LIandgt;Differing Client Typesandlt;BRandgt; andlt;BRandgt;andlt;Iandgt;How do you deal with clients of differing types?andlt;/Iandgt;andlt;BRandgt; andlt;LIandgt;The Lieutenant Columbo Approachandlt;BRandgt; andlt;BRandgt;andlt;Iandgt;What can we learn from an unorthodox winner?andlt;/Iandgt;andlt;BRandgt; andlt;LIandgt;The Role of Trust in Getting Hiredandlt;BRandgt; andlt;BRandgt;andlt;Iandgt;How do you create trust at the outset of a relationship?andlt;/Iandgt;andlt;BRandgt; andlt;LIandgt;Building Trust on the Current Assignmentandlt;BRandgt; andlt;BRandgt;andlt;Iandgt;How can you conduct your assignment in a way that adds to trust?andlt;/Iandgt;andlt;BRandgt; andlt;LIandgt;Re-earning Trust Away from the Current Assignmentandlt;BRandgt; andlt;BRandgt;andlt;Iandgt;How can you build trust when you're not working on an assignment?andlt;/Iandgt;andlt;BRandgt; andlt;LIandgt;The Case of Cross-Sellingandlt;BRandgt; andlt;BRandgt;andlt;Iandgt;Why is cross-selling so hard, and what can be done about it?andlt;/Iandgt;andlt;BRandgt; andlt;LIandgt;The Quick-Impact List to Gain Trustandlt;BRandgt; andlt;BRandgt;andlt;Iandgt;What are the key things you should do first?andlt;/Iandgt;andlt;BRandgt;andlt;/OLandgt;andlt;BRandgt;Appendix: A Compilation of Our Listsandlt;BRandgt;andlt;BRandgt;andlt;Iandgt;A comprehensive summary and list of concepts, insights, tips, and tactics.andlt;/Iandgt;andlt;BRandgt;andlt;BRandgt;Acknowledgmentsandlt;BRandgt;andlt;BRandgt;Notes and Referencesandlt;BRandgt;andlt;BRandgt;Indexandlt;BRandgt;andlt;BRandgt;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 andamp; 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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