This is a guide to professional success. In the modern world of business, it's all about the ability to earn the client's trust and thereby win the ability to influence them. In these high risk times, trust is more valuable then gold. This detailed resource book provides readers with the five crucial steps they need for developing, managing and improving client confidence.
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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.
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32 of 35 people found the following review helpful
By "maxwell450"
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.
13 of 14 people found the following review helpful
Format:Paperback|Amazon 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.
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.
8 of 9 people found the following review helpful
By John Bland
Format:Paperback|Amazon 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!
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!
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Most Recent Customer Reviews
5.0 out of 5 stars
Must have consultancy skills book
This is a cult book that is slowly but surely enhancing the way professional service teams work with their clients one conversation at a time. Read more
Published 2 months ago by Louise Hedges
5.0 out of 5 stars
Excellent Advice
While, admittedly, I haven't had the opportunity to attempt many of the stategies described in this book, I appreciate the logic behind the advice. Read more
Published 4 months ago by William
4.0 out of 5 stars
Practical as well as insightful
I run my own training and communications consultancy which is focused on employers getting more from their people. Read more
Published 6 months ago by Paul Beesley, Beyond Theory
4.0 out of 5 stars
Maister's the Man!
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. Read more
Published 15 months ago by K. Moss
4.0 out of 5 stars
Trust-based business relationships - Great overview and process-model
If you would map out the four types of possible business relationships following 2 parameters (breath of business issues and depth of personal relationships) you would notice that... Read more
Published 21 months ago by Caufrier Frederic
5.0 out of 5 stars
Strong message
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... Read more
Published on 3 Dec 2010 by Robin Payne
4.0 out of 5 stars
How to become trusted in business....
..... or by your peers. Interesting perspective to building rapport and relationships in professional arena, with good tips and tools.
Published on 2 Mar 2010 by reader@large
4.0 out of 5 stars
Review of The Trusted Advisor
As a consultant I was studying CRM (Client Relationship Management) and I was well advised to get this book. Read more
Published on 20 Jan 2010 by Mr. A. O. Ayim
5.0 out of 5 stars
The Lieutenant Columbo Approach
Service excellence comes in many shapes and forms. The essence of the service concept is a relationship with the customer that goes above and beyond their expectations or the... Read more
Published on 5 Nov 2008 by Mr. D. Abrahams
5.0 out of 5 stars
Good stuff
This book covers the subject at a theoretical level, but also complements that with checklists of things to do/not do(thoughtfully repeated together in an Appendix). Read more
Published on 14 Jan 2008 by Graham R. Hill
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