The Trusted Advisor
March 18th, 2010 | 
- ISBN13: 9780743212342
- Condition: NEW
- Notes: Brand New from Publisher. No Remainder Mark.
Product Description
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.Amazon.com Review
David Maister, Charles Green, and Robert Galford–consultants on professional-service management and customer-relation issues–believe nobody can become successful as a business guru until they first gain the confidence of their clients. 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. Among their most potent suggestions is a practical, five-step development process that encourages outsiders to engage clients by focusing attention on the issues and individuals at hand; listening both to what they say and what they leave unsaid; framing the immediate problem from their perspective; envisioning with them how a solution might appear; and committing jointly to the actions and resources that will bring it about. 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. 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
Tags: 
I found this book too broad, although it gives some examples, and tries to use some formulas to figure out how much your client trust you, nothing scientificly proven. As a matter of fact this book is useless if you studied or read a lot about organizational behavior and HR management. This book talks about the relationship between consultant and his customer, how important it is to listen, talk and respect your customer, but a lot of it is common sense. Also talks about team work. However if someone is not familiar with Org Behavior and HR, it is a good book for a start.
Rating: 2 / 5
The product is defective and I can’t get it to load in any of my cd players! I wish the seller had tested it before it was represented as “like new”. I would return it if I had the return information but, alas! Live and learn.
Rating: 1 / 5
Odds are, if you read books like this, you have read all of this before. Most of it is common sense as well.
Rating: 1 / 5
Clients want to do business with professionals they know, like and trust. Nobody says it better than David Maister. As a marketing consultant to professional service firms, I always tell them this book is required reading.
Rating: 5 / 5
some great ideas and also models in termos of relationship building in the professional service firms
Rating: 4 / 5