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The Trusted Advisor - MAISTER

The Trusted Advisor



Published: 9th October 2001
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Published: 30th September 2001
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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.

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.

Introductionp. ix
How to Use This Bookp. xiii
Perspectives on Trustp. 1
A Sneak Previewp. 3
What Is a Trusted Advisor?p. 7
Earning Trustp. 17
How to Give Advicep. 27
The Rules of Romance: Relationship Buildingp. 37
The Importance of Mindsetsp. 51
Sincerity or Technique?p. 59
The Structure of Trust Buildingp. 67
The Trust Equationp. 69
The Development of Trustp. 85
Engagementp. 91
The Art of Listeningp. 97
Framing the Issuep. 107
Envisioning an Alternate Realityp. 117
Commitmentp. 123
Putting Trust to Workp. 133
What's So Hard About All This?p. 135
Differing Client Typesp. 149
The Lieutenant Columbo Approachp. 161
The Role of Trust in Getting Hiredp. 165
Building Trust on the Current Assignmentp. 171
Re-earning Trust Away from the Current Assignmentp. 179
The Case of Cross-Sellingp. 185
The Quick-Impact List to Gain Trustp. 197
A Compilation of Our Listsp. 203
Acknowledgmentsp. 223
Notes and Referencesp. 225
Indexp. 229
About the Authorsp. 239
Table of Contents provided by Syndetics. All Rights Reserved.

ISBN: 9780743212342
ISBN-10: 0743212347
Audience: General
Format: Paperback
Language: English
Number Of Pages: 256
Published: 9th October 2001
Publisher: Simon & Schuster
Country of Publication: US
Dimensions (cm): 20.96 x 13.97  x 1.27
Weight (kg): 0.24
Edition Number: 1