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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.
Carl Stern CEO, Boston Consulting Group An invaluable road map to all those who seek to develop truly special relationships with their clients. 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. 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. 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.
How to Use This Book
Perspectives on Trust
A Sneak Preview
What Is a Trusted Advisor?
How to Give Advice
The Rules of Romance: Relationship Building
The Importance of Mindsets
Sincerity or Technique?
The Structure of Trust Building
The Trust Equation
The Development of Trust
The Art of Listening
Framing the Issue
Envisioning an Alternate Reality
Putting Trust to Work
What's So Hard About All This?
Differing Client Types
The Lieutenant Columbo Approach
The Role of Trust in Getting Hired
Building Trust on the Current Assignment
Re-earning Trust Away from the Current Assignment
The Case of Cross-Selling
The Quick-Impact List to Gain Trust
A Compilation of Our Lists
Notes and References
About the Authors
Table of Contents provided by Syndetics. All Rights Reserved.
ISBN: 9780743212342 ISBN-10: 0743212347 Audience:
Number Of Pages: 256 Published: 14th January 2002 Publisher: Simon & Schuster Country of Publication: US Dimensions (cm): 21.3 x 14.1
Weight (kg): 0.24
Edition Number: 1