The Trusted Advisor
| Author | : | |
| Rating | : | 4.59 (689 Votes) |
| Asin | : | B002L32MRS |
| Format Type | : | |
| Number of Pages | : | 325 Pages |
| Publish Date | : | 2014-05-04 |
| Language | : | English |
DESCRIPTION:
Charlie has taught in executive education programs for the Kellogg Graduate School of Management at Northwestern University, and for Columbia University Graduate School of Business, as well as independently through his firm, Trusted Advisor Associates. Maister, one of the world's leading authorities on the management
A Journey of Self-Discovery This is a very good book--thoughtful, provocative, instructive. Having said that, there is nothing new here, nothing that hasn't already been said before, in "How to Win Friends and Influence People," by Dale Carnegie. Carnegie's book is the "Bible" on how to build trust, sell the right way, manage effectively, resolve customer and employee disputes, and succeed in a highly-competitive and often hostile. A Wakeup Call If you were like me trained in sales in the 90s, you will come away unlearning everything you were taught, and wished this book came along years ago. This book just lays out how to build relationships for a business, not just one time sales. If you've ever received a pitch over the phone or in person, you can already see they didn't study you, your business, it's industry, or did any research before mak. Erik Gfesser said Absolutely brilliant. Truly, the content that Maister, Green, and Galford provide in "The Trusted Advisor" is absolutely brilliant. The only other consulting text that comes to mind which meets the quality of this work is "The Secrets of Consulting", by Weinberg (see my review). And while "Secrets" is an incredibly informative and entertaining masterpiece, the three authors who collaborated for this piece have provided a gre
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. The key to professional success, they argue, is the ability to earn the trust and confidence of clients. Galford. 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 creation of trust is what earns the right to influence clients; trust is also at the root of client satisfaction and loyalty. But technical mastery of your discipline is not enough, assert world-renowned professional advisors David H. With precision and clarity, they detail five distinct steps you must take to create a trust-based relationship. Using their model of "The Trust Equation," they dissect the rational and emotional components of trustworthiness. Green, and Robert M. It is essential reading for anyone who must advise, negotiate, or manage complex relationships with others.. The book is peppered with pragmatic "top ten" lists aimed at improving advisors' effective
Boosting its utility, the book is filled with concise, easily adopted tips like "return phone calls unbelievably fast" and "always tell the truth and not what the client wants to hear." --Howard Rothman. In The Trusted Advisor, the authors effectively build their case through anecdote and illustration, then relay a solid series of relevant suggestions applicable to both would-be consultants and those already active in the field. Also particularly useful is the examination of trust-building during four phases of a client-advisor alliance: at the time the relationship is consummated; during the assignment; after the assignment; and when "cross-selling," or establishing affiliations with the customer's associates. David Maister, Charles Green, and Robert Galford--consultants on professio