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The Trusted Advisor | [David Maister, Charles Green, Robert Galford]

The Trusted Advisor

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.
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Publisher's Summary

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. This 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 listening for anyone who must advise, negotiate, or manage complex relationships with others.

©2009 David Maister, Charles H. Green, Robert M. Galford; (P)2009 Tantor

What the Critics Say

"An invaluable road map to all those who seek to develop truly special relationships with their clients." (Carl Stern, CEO, Boston Consulting Group)

What Members Say

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  •  
    michelle Epping NSW, Australia 01-21-13
    michelle Epping NSW, Australia 01-21-13 Member Since 2012
    ratings
    REVIEWS
    2
    2
    Overall
    Performance
    Story
    "Good but long"

    The content is good, extensive and offers a lot to learn.
    It is long with lots to take on board.

    0 of 0 people found this review helpful
  •  
    Adam Silver Toronto ON 11-14-11
    Adam Silver Toronto ON 11-14-11 Member Since 2009
    HELPFUL VOTES
    4
    ratings
    REVIEWS
    55
    7
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    FOLLOWING
    0
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    Overall
    Performance
    Story
    "Content is great, better on paper"

    Too many lists and other, non linear text formats to make this an easy translation to audio. Friends of mine swear by it though....

    1 of 2 people found this review helpful
  • Showing: 1-2 of 2 results
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  • Dongxu
    CAMBRIDGE, United Kingdom
    4/7/13
    Overall
    "Must read for any professionals"

    As a chartered accoutant, I find this book extremly helpful to my daily contact with clients. The problems the authors are trying to solve are the ones I encourterd every day. I find the suggestions applicable to my situation and I've already used some of them in practice and received positive feedback from both colleagues and clients.

    0 of 0 people found this review helpful
  • Mrs
    Hale, United Kingdom
    10/13/12
    Overall
    "Good good advice from a friend."

    Like many similar works, the Maister and Co take a few simple, common sense themes and expand them into a fully blown philosophy. Like most things done well by experts; it all seems so simple, which it is, once you've read the book:- simple to understand, hard to do and (I bet) even harder to think of in the first place. An excellent book ,well written, easy to understand and inspiring, what more could you ask for?



    0 of 0 people found this review helpful
  • Peter
    Swansea, United Kingdom
    10/5/12
    Overall
    "Finally - ive been looking for a book like this"

    As a financial advisor ive been looking a book which can provide insight into the skills and attributes required in building client relationships which deliver true value to both client and advisor. I recommend this as a must read for anyone in an advisory role for whom the fundamentals of trust and honesty and providing excellence in your capacity as a trusted advisor is key to your philosophy and business ethic.



    It looks into the aspects of building trust and how this is acheived and lost, provides perspective from both the client and advisor viewpoints. Most books ive come accross are driven from a sales perspective - 'how to close a deal' 'selling skills and techniques' etc, these are ok if your only concern is to make a sale and move on to the next one... however if you do beleive that building and growing relationships with your clients is the path to long term success and professional satisfaction then i recommend this one to you. Enjoy.

    0 of 0 people found this review helpful
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