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Trusted Advisor by Charles H. Green, David H. Maister and Robert M. Galford (2000, Hardcover)

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About this product

Product Identifiers

PublisherFree Press

ISBN-10074320414X

ISBN-139780743204149

eBay Product ID (ePID)6038766920

Product Key Features

Book TitleTrusted Advisor

Number of Pages256 Pages

LanguageEnglish

Publication Year2000

TopicConsulting, General, Management

IllustratorYes

GenreBusiness & Economics

AuthorCharles H. Green, David H. Maister, Robert M. Galford

FormatHardcover

Dimensions

Item Height0.9 in

Item Weight15.1 Oz

Item Length9.2 in

Item Width6.1 in

Additional Product Features

Intended AudienceTrade

LCCN00-044250

Dewey Edition21

TitleLeadingThe

ReviewsCarl Stern CEO, Boston Consulting Group The Trusted Advisor offers an invaluable road map to all those who seek to develop truly special relationships with their clients., Thomas W. WatsonChief Growth Officer, Omnicom Group, Inc.The Trusted Advisorwill make any advisor more effective in winning and servicing clients' business. It is a must-read for anyone working in professional service firms., Tom Petersauthor of The Professional Service 50 This is a brilliant -- and practical -- book. In our "world gone mad," trust is, paradoxically, more important than ever., Howard G. PasterChairman and CEO, Hill and Knowlton, Inc.This book provides valuable insight into how one can become and, equally important, remain a trusted advisor, which is essential to success in a wide variety of professions., Carl Stern CEO, Boston Consulting GroupAn invaluable road map to all those who seek to develop truly special relationships with their clients., George COLONY Chairman and CEO, Forrester Research Our company's development has been guided by and has benefited from the Trusted Advisor concepts -- and they work!, Michael Bray Chief Executive, Clifford Chance The authors have produced a readable, helpful guide to a central issue for all professional services firms. They provide sensible and practical advice, making the components of trust appear clear and straightforward. The book is easy to read and use and many of the checklists are very valuable. I will encourage my partners to read it and to keep it close at hand., Tom Peters author of The Professional Service 50 This is a brilliant -- and practical -- book. In our "world gone mad," trust is, paradoxically, more important than ever., James E. Copeland, Jr. CEO, Deloitte & Touche, Deloitte Touche Tohmatsu Trust is the key that can unlock a priceless dialogue with your clients. The Trusted Advisor tells you how to build relationships that can last a lifetime., Professor Charles Fombrun Leonard N. Stern School of Business, New York University The Trusted Advisor gets to the heart and soul of the advice business. This path-breaking book is a must-read., Carl SternCEO, Boston Consulting GroupThe Trusted Advisoroffers an invaluable road map to all those who seek to develop truly special relationships with their clients., William F. Stasior senior chairman and former CEO, Booz-Allen & Hamilton This book is engaging, enjoyable, and absolutely on target. It is packed with truth. The Trusted Advisor will guide success not just in the advisory professions but in leadership and life as well., George COLONYChairman and CEO, Forrester ResearchOur company's development has been guided by and has benefited from the Trusted Advisor concepts -- and they work!, John LynchChairman and CEO, Towers PerrinThis is a major contribution to the consulting profession, a richly illustrated and humanistic look at what differentiates a truly great advisor from a good one. This book will be valuable reading for the novice and experienced professional alike., Thomas W. Watson Chief Growth Officer, Omnicom Group, Inc. The Trusted Advisor will make any advisor more effective in winning and servicing clients' business. It is a must-read for anyone working in professional service firms., Michael BrayChief Executive, Clifford ChanceThe authors have produced a readable, helpful guide to a central issue for all professional services firms. They provide sensible and practical advice, making the components of trust appear clear and straightforward. The book is easy to read and use and many of the checklists are very valuable. I will encourage my partners to read it and to keep it close at hand., Tom Petersauthor ofThe Professional Service 50This is a brilliant -- and practical -- book. In our "world gone mad," trust is, paradoxically, more important than ever., James E. Copeland, Jr.CEO, Deloitte & Touche, Deloitte Touche TohmatsuTrust is the key that can unlock a priceless dialogue with your clients.The Trusted Advisortells you how to build relationships that can last a lifetime., John Lynch Chairman and CEO, Towers Perrin This is a major contribution to the consulting profession, a richly illustrated and humanistic look at what differentiates a truly great advisor from a good one. This book will be valuable reading for the novice and experienced professional alike., Howard G. Paster Chairman and CEO, Hill and Knowlton, Inc. This book provides valuable insight into how one can become and, equally important, remain a trusted advisor, which is essential to success in a wide variety of professions.

Dewey Decimal658.4/6

Table Of ContentContents Introduction How to Use This Book Part One: Perspectives on Trust A Sneak Preview What would be the benefits if your clients trusted you more? What are the primary characteristics of a trusted advisor? What Is a Trusted Advisor? What do great trusted advisors all seem to do? Earning Trust What are the dynamics of trusting and being trusted? How to Give Advice How do you ensure your advice is listened to? The Rules of Romance: Relationship Building What are the principles of building strong relationships? The Importance of Mindsets What attitudes must you have to be effective? Sincerity or Technique? Do you really have to care for those you advise? Part Two: The Structure of Trust Building The Trust Equation What are the four key components that determine the extent of trust? The Development of Trust What are the five stages of trust-building? Engagement How do you get clients to initiate discussions with you? The Art of Listening How can you improve your listening skills? Framing the Issue How can you help clients look at their issues in a fresh way? Envisioning an Alternate Reality How can you help clients clarify what they're really after? Commitment How do you ensure clients are willing to do what it takes to solve their problems? Part Three: Putting Trust to Work What's So Hard About All This? Why are truly trust-based relationships so scarce? Differing Client Types How do you deal with clients of differing types? The Lieutenant Columbo Approach What can we learn from an unorthodox winner? The Role of Trust in Getting Hired How do you create trust at the outset of a relationship? Building Trust on the Current Assignment How can you conduct your assignment in a way that adds to trust? Re-earning Trust Away from the Current Assignment How can you build trust when you're not working on an assignment? The Case of Cross-Selling Why is cross-selling so hard, and what can be done about it? 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. Acknowledgments Notes and References Index About the Authors

SynopsisThe essential "must have" tool for professionals who advise or negotiate with others in today's new economy. 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 your 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. The creation of trust is what earns the right to influence clients; trust is also at the root of client satisfaction and loyalty. The workings of trust are even more critical in the new economy than in the old. Maister, Green, and Galford enrich our understanding of trust -- yet they have also written a deeply practical book. Using their model of "The Trust Equation," they dissect the rational and emotional components of trustworthiness. With precision and clarity, they detail five distinct steps you must take to create a trust-based relationship. Each step -- engage, listen, frame, envision, and commit -- is richly described in distinct chapters. The book is peppered with pragmatic "top ten" lists aimed at improving advisors' effectiveness that can be put to use instantly. It also includes a trust self-diagnostic in the appendix. This immensely readable book will be welcomed by the inexperienced advisor and the most seasoned expert alike. The authors use anecdotes, experiences, and examples -- successes and mistakes, their own and others' -- to great effect. Though they use the professional services advisor/client paradigm throughout the book, their prescriptions have resonance for other trust-reliant situations -- selling, customer relationship management, and internal staff functions like HR and information technology. The result is a tour de force -- brilliant, penetrating, unique. It is essential reading for anyone who must advise, negotiate, or manage complex relationships with others., 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 your 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. The creation of trust is what earns the right to influence clients; trust is also at the root of client satisfaction and loyalty. The workings of trust are even more critical in the new economy than in the old.Maister, Green, and Galford enrich our understanding of trust -- yet they have also written a deeply practical book. Using their model of "The Trust Equation," they dissect the rational and emotional components of trustworthiness. With precision and clarity, they detail five distinct steps you must take to create a trust-based relationship. Each step -- engage, listen, frame, envision, and commit -- is richly described in distinct chapters. The book is peppered with pragmatic "top ten" lists aimed at improving advisors' effectiveness that can be put to use instantly. It also includes a trust self-diagnostic in the appendix.This immensely readable book will be welcomed by the inexperienced advisor and the most seasoned expert alike. The authors use anecdotes, experiences, and examples -- successes and mistakes, their own and others' -- to great effect. Though they use the professional services advisor/client paradigm throughout the book, their prescriptions have resonance for other trust-reliant situations -- selling, customer relationship management, and internal staff functions like HR and information technology.The result is atour de force-- brilliant, penetrating, unique. It is essential reading for anyone who must advise, negotiate, or manage complex relationships with others.

LC Classification NumberHD69.C6M345 2000