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The Trusted Advisor (Paperback)

by David H. Maister (Author), Robert Galford (Author), Charles Green (Author)
4.4 out of 5 stars  See all reviews (5 customer reviews)
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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: 22.9 x 15.2 x 2 cm
  • Average Customer Review: 4.4 out of 5 stars  See all reviews (5 customer reviews)
  • Amazon.co.uk Sales Rank: 15,079 in Books (See Bestsellers in Books)

    Popular in this category:

    #3 in  Books > Business, Finance & Law > Sales & Marketing > Customer Services

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Product Description

Product Description

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.


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)
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Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
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Average Customer Review
4.4 out of 5 stars (5 customer reviews)
 
 
 
 
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29 of 31 people found the following review helpful:
4.0 out of 5 stars A good book for business employees/consultants, 3 Jun 2003
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.
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4 of 4 people found the following review helpful:
4.0 out of 5 stars Valuable Tips and Insights, 8 Feb 2007
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!
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5 of 6 people found the following review helpful:
4.0 out of 5 stars Clear directions on creating trust, 7 Jun 2006
By Rolf Dobelli "getAbstract.com" (Switzerland) - See all my reviews
(TOP 50 REVIEWER)    (REAL NAME)   
This review is from: The Trusted Advisor (Hardcover)
Being trusted by their clients separates successful advisors and consultants from the corporate consigliores. But how does a qualified advisor become trusted? Authors David H. Maister, Charles H. Green and Robert M. Galford provide methods you can use to reach the inner circle. They break trust into its component parts and reassemble those pieces into a viable, practical model, complete with suggested conversations. That may sound a little robotic, but with practice, an advisor can make the transition from outside technician to habitué of the inner sanctum. This readable book includes a useful appendix and a list of quick references. We recommend it to consultants and professional service providers. We trust you'll know what to do with it.
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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
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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 22 months ago by Graham R. Hill

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