The Trusted Advisor and over 2 million other books are available for Amazon Kindle . Learn more
  • RRP: £16.99
  • You Save: £5.10 (30%)
FREE Delivery in the UK.
In stock.
Dispatched from and sold by Amazon.
Gift-wrap available.
Quantity:1
The Trusted Advisor has been added to your Basket
+ £2.80 UK delivery
Used: Good | Details
Condition: Used: Good
Comment: Foxing to page edges. Over 2 million items sold. Fast dispatch and delivery. Excellent Customer Feedback. Most items will be dispatched the same or the next working day.
Trade in your item
Get a £0.34
Gift Card.
Have one to sell?
Flip to back Flip to front
Listen Playing... Paused   You're listening to a sample of the Audible audio edition.
Learn more
See this image

The Trusted Advisor Paperback – 2 Jan 2002


See all 14 formats and editions Hide other formats and editions
Amazon Price New from Used from
Kindle Edition
"Please retry"
Paperback
"Please retry"
£11.89
£7.24 £2.22
£11.89 FREE Delivery in the UK. In stock. Dispatched from and sold by Amazon. Gift-wrap available.

Frequently Bought Together

The Trusted Advisor + Managing the Professional Service Firm + Rainmaking: Attract New Clients No Matter What Your Field
Price For All Three: £35.36

Buy the selected items together


Trade In this Item for up to £0.34
Trade in The Trusted Advisor for an Amazon Gift Card of up to £0.34, which you can then spend on millions of items across the site. Trade-in values may vary (terms apply). Learn more

Product details

  • Paperback: 224 pages
  • Publisher: Free Press; New edition edition (2 Jan. 2002)
  • Language: English
  • ISBN-10: 0743207769
  • ISBN-13: 978-0743207768
  • Product Dimensions: 15.4 x 1.9 x 23.4 cm
  • Average Customer Review: 4.3 out of 5 stars  See all reviews (20 customer reviews)
  • Amazon Bestsellers Rank: 8,886 in Books (See Top 100 in Books)

More About the Authors

Discover books, learn about writers, and more.

Product Description

Review

William F. Stasiorsenior chairman and former CEO, Booz-Allen & HamiltonThis 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.

About the Author

David H. Maister, of Maister Associates, Inc. is the author of two previous highly acclaimed business books and is also a former professor at the Harvard Business School. Charles Green, a former vice president of the famed MAC Group, is the founder of GreenSea Consulting. Robert Galford teaches business management courses at Columbia School of Business and Kellog Graduate School of Management.

Inside This Book (Learn More)
Browse Sample Pages
Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
Search inside this book:

What Other Items Do Customers Buy After Viewing This Item?

Customer Reviews

4.3 out of 5 stars
Share your thoughts with other customers

Most Helpful Customer Reviews

15 of 16 people found the following review helpful By Charles Vasey TOP 500 REVIEWERVINE VOICE on 3 Jan. 2010
Format: Paperback Verified Purchase
This is a most useful book on how the professional adviser must act if they are to secure and retain the trust of their clients. It avoids the Dale Carnegie "Just Be Nice" approach by analysing why one wants to generate trust and how it is done. There is no argument that if you find you do not like a potential client you should walk away (and, speaking from personal experience what a joy that is); there are also some handy suggestions of how to do this if you are not a free agent in such a case but working within an organisation.

The proposed responses are, of course, written by and for Americans and come over as deeply insincere in the mouths of the British, but they are not scripts but proposals. You can easily adapt them to different cultures because, however it is expressed, the basis of trust is the basically same in most cultures.

The book acts as a valuable specific to those that suggest various up-selling strategies or ones in which the advisor portrays himself as The Top Man. By shifting one's vision to how this is perceived by the recipient we can see that up-selling can work, but only if the client leads you to it. The book's key is in constantly restating our approaches in terms of how they are perceived by the potential client, not how they address our internal needs and aims. It is a policy that I've found pays dividends.

Recommended.
Comment Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback. If this review is inappropriate, please let us know.
Sorry, we failed to record your vote. Please try again
34 of 37 people found the following review helpful By "maxwell450" on 3 Jun. 2003
Format: Paperback
The Trusted Advisor was on a recommended reading list for the ISEB exam in IS Consultancy. I brought this book to help me with my studies, but have also found it very useful in everyday life. It reopens your eyes into how you should conduct yourself every day to gain peoples / customers trust. Each section has a set of bullet points relating to it for easy reference. The content would work for business employees and consultants.
Comment Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback. If this review is inappropriate, please let us know.
Sorry, we failed to record your vote. Please try again
2 of 2 people found the following review helpful By Kevin Haverty on 2 Aug. 2013
Format: Paperback Verified Purchase
David Maister has previously written a superb book on Managing the Professional Services Firm, which I would recommend to any manager of service based organisations. The Trusted Advisor is geared to management consultants and is perhaps more suited to independent self-employed consultants. It provides most of what you need to remember in developing long-lasting trust-based relationships. Key tips that resonated with me included: Your job is not to solve, but to help the client to solve his problems; Create the dialogue that leads to the advice; You cannot simply offer advice in a blunt fashion, you sometimes need an emotional context; Don't assume total personal responsibility either for achievements or for failure.
No particular gripes with this book, it will now become one of my regular health-checks.
Comment Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback. If this review is inappropriate, please let us know.
Sorry, we failed to record your vote. Please try again
1 of 1 people found the following review helpful By Robin Payne on 3 Dec. 2010
Format: MP3 CD Verified Purchase
For a scientist and technologist, looking to imprve their consulting skills, the Trusted Advisor provides real food for thought. It is not enough to have technical knowledge... how much more can we achieve on behalf of our clients if we can build high trust relationships, and really understand what their needs and interests are? Good relationships = requirements understood = expectations met = satisfied customers = repeat business...

And to have this product in ipod/mp3 form allows the key messages to be heard anywhere, anytime, and it is easy to revisit key themes as a reminder of the reasons to work on behaving differently.

Robin
Comment Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback. If this review is inappropriate, please let us know.
Sorry, we failed to record your vote. Please try again
By K. Moss on 1 Feb. 2012
Format: Paperback Verified Purchase
I bought (and read) this volume back in 2005, and found it immensely helpful. I feel a tad embarrassed that it has taken me this long to post a review.

This is an important book, as what Maister (and co-authors) manage to do is show how the element of trust is actually critical to every element contributing towards success within the professions. For myself, operating within financial intermediation (as the FSA likes to call it), the lessons outlined here are utterly pivotal and essential if one wishes to move beyond a mere transactional business model.

Maister explains practical strategies for developing trust and makes the clear point that trust must be both developed and earned. In modern business, we do not seem to stress the latter aspect, treating this issue as more of a public relations exercise, than something which depends upon our own qualities and behaviours.

If, as financial planners, or wealth-managers, or even accountants or solicitors, we are to deliver the best possible outcomes for our clients (and get paid what we are worth), we need to work so much harder on developing trust. This book will show you how.
Comment Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback. If this review is inappropriate, please let us know.
Sorry, we failed to record your vote. Please try again
9 of 11 people found the following review helpful By John Bland on 8 Feb. 2007
Format: Paperback Verified Purchase
The key theme for the book, the Trust Equation is actually in the middle of the book. The first part of the book leads up to it by framing the issue of trust and what a trusted adviser is. The second part, starting with the Trust Equation gives some structure to the challenge of building trust whilst the third part is all about putting trust to work.

It contain loads of tips and ideas to help anyone who needs or wants to become a "trusted adviser" and it will be of particular interest to lawyers, accountants, account managers, consultants, tax advisers, business coaches etc. -- anyone in a long term relationship with a client.

A really good book -- but I didn't actually finish it, partly because I had got enough out of it, and also partly because the format seemed a bit repetetive. Well worth the money spent though!
Comment Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback. If this review is inappropriate, please let us know.
Sorry, we failed to record your vote. Please try again

Most Recent Customer Reviews



Feedback