Buy Used
£8.60
+ £2.80 UK delivery
Used: Very Good | Details
Sold by momox co uk
Condition: Used: Very Good
Comment: From Europe's No.1 in used books & media articles.
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 all 2 images

The Trusted Advisor MP3 CD – Audiobook, MP3 Audio, Unabridged

4.3 out of 5 stars 23 customer reviews

See all formats and editions Hide other formats and editions
Amazon Price
New from Used from
Kindle Edition
"Please retry"
MP3 CD, Audiobook, MP3 Audio, Unabridged
£9.60 £8.60
--This text refers to the Hardcover edition.
click to open popover

Special Offers and Product Promotions

Enter your mobile number or email address below and we'll send you a link to download the free Kindle App. Then you can start reading Kindle books on your smartphone, tablet, or computer - no Kindle device required.

  • Apple
  • Android
  • Windows Phone

To get the free app, enter your mobile phone number.




Product details

  • MP3 CD
  • Publisher: Tantor Media, Inc; Unabridged edition (23 July 2009)
  • Language: English
  • ISBN-10: 140016222X
  • ISBN-13: 978-1400162222
  • Product Dimensions: 13.5 x 1.5 x 18.8 cm
  • Average Customer Review: 4.3 out of 5 stars  See all reviews (23 customer reviews)
  • Amazon Bestsellers Rank: 1,102,316 in Books (See Top 100 in Books)

Product Description

Review

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.

George COLONY

Chairman and CEO, Forrester Research

Our company's development has been guided by and has benefited from the Trusted Advisor concepts -- and they work!



Carl Stern

CEO, Boston Consulting Group

"The Trusted Advisor" offers an invaluable road map to all those who seek to develop truly special relationships with their clients.



James E. Copeland, Jr.

CEO, Deloitte & Touche, Deloitte Touche Tohmatsu

Trust is the key that can unlock a priceless dialogue with your clients. "The Trusted Advisor" tells you how to build relationships that can last a lifetime.



Howard G. Paster

Chairman and CEO, Hill and Knowlton, Inc.

This book provides valuable insight into how one can become and, equally important, remain a trusted advisor, which is essential to success in a wide variety of professions.



John Lynch

Chairman and CEO, Towers Perrin

This is a major contribution to the consulting profession, a richly illustrated and humanistic look at what differentiates a truly great advisor from a good one. This book will be valuable reading for the novice and experienced professional alike.



Michael Bray

Chief Executive, Clifford Chance

The authors have produced a readable, helpful guide to a central issue for all professional services firms. They provide sensible and practical advice, making the components of trust appear clear and straightforward. The book is easy to read and use and many of the checklists are very valuable. I will encourage my partners to read it and to keep it close at hand.



George COLONYChairman and CEO, Forrester ResearchOur company's development has been guided by and has benefited from the Trusted Advisor concepts -- and they work!

Carl SternCEO, Boston Consulting Group"The Trusted Advisor" offers an invaluable road map to all those who seek to develop truly special relationships with their clients.

James E. Copeland, Jr.CEO, Deloitte & Touche, Deloitte Touche TohmatsuTrust is the key that can unlock a priceless dialogue with your clients. "The Trusted Advisor" tells you how to build relationships that can last a lifetime.

Howard G. PasterChairman and CEO, Hill and Knowlton, Inc.This book provides valuable insight into how one can become and, equally important, remain a trusted advisor, which is essential to success in a wide variety of professions.

John LynchChairman and CEO, Towers PerrinThis is a major contribution to the consulting profession, a richly illustrated and humanistic look at what differentiates a truly great advisor from a good one. This book will be valuable reading for the novice and experienced professional alike.

Michael BrayChief Executive, Clifford ChanceThe authors have produced a readable, helpful guide to a central issue for all professional services firms. They provide sensible and practical advice, making the components of trust appear clear and straightforward. The book is easy to read and use and many of the checklists are very valuable. I will encourage my partners to read it and to keep it close at hand.

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.

Carl Stern CEO, Boston Consulting Group An invaluable road map to all those who seek to develop truly special relationships with their clients.

Carl Stern CEO, Boston Consulting Group "The Trusted Advisor" offers an invaluable road map to all those who seek to develop truly special relationships with their clients.

James E. Copeland, Jr. CEO, Deloitte & Touche, Deloitte Touche Tohmatsu Trust is the key that can unlock a priceless dialogue with your clients. "The Trusted Advisor" tells you how to build relationships that can last a lifetime.

Michael Bray Chief Executive, Clifford Chance The authors have produced a readable, helpful guide to a central issue for all professional services firms. They provide sensible and practical advice, making the components of trust appear clear and straightforward. The book is easy to read and use and many of the checklists are very valuable. I will encourage my partners to read it and to keep it close at hand.

George COLONY Chairman and CEO, Forrester Research Our company's development has been guided by and has benefited from the Trusted Advisor concepts -- and they work!

Thomas W. Watson Chief Growth Officer, Omnicom Group, Inc. "The Trusted Advisor" will make any advisor more effective in winning and servicing clients' business. It is a must-read for anyone working in professional service firms.

Howard G. Paster Chairman and CEO, Hill and Knowlton, Inc. This book provides valuable insight into how one can become and, equally important, remain a trusted advisor, which is essential to success in a wide variety of professions.

John Lynch Chairman and CEO, Towers Perrin This is a major contribution to the consulting profession, a richly illustrated and humanistic look at what differentiates a truly great advisor from a good one. This book will be valuable reading for the novice and experienced professional alike. --This text refers to the Hardcover edition.

About the Author

David H. Maister, one of the world's leading authorities on the management of professional service firms, is the author of several successful books, including "Managing the Professional Service Firm, True Professionalism, " and "Practice What You Preach, " and coauthor of "The Trusted Advisor."

Charles H. Green is an executive educator and business strategy consultant to the professional services industry. Charlie has taught in executive education programs for the Kellogg Graduate School of Management at Northwestern University, and for Columbia University Graduate School of Business, as well as independently through his firm, Trusted Advisor Associates. His current work centers on the nature of trust-based relationships within organizations, and on the management of professional service firms. Green is a graduate of Columbia and Harvard Business School. He spent the first twenty years of his career with The MAC Group and its successor, Gemini Consulting, where his roles included strategy consulting (in Europe and the United States), VP Strategic Planning, and a variety of other firm leadership roles. He is the author of numerous papers, with articles published in the "Harvard Business Review" and "Management Horizons." He is president of Trusted Advisor Associates, which he founded with Rob Galford. He resides in Morristown, New Jersey.

Robert M. Galford is the managing partner of the Center for Leading Organizations and teaches on executive education programs. He is the coauthor of The Trusted Advisor, The Trusted Leader, and Your Leadership Legacy. --This text refers to the Hardcover edition.


Customer Reviews

4.3 out of 5 stars
Share your thoughts with other customers

Top Customer Reviews

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 35 people found this helpful. Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback.
Sorry, we failed to record your vote. Please try again
Report abuse
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 19 people found this helpful. Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback.
Sorry, we failed to record your vote. Please try again
Report abuse
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 4 people found this helpful. Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback.
Sorry, we failed to record your vote. Please try again
Report abuse
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 9 people found this helpful. Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback.
Sorry, we failed to record your vote. Please try again
Report abuse
Format: Paperback
Trusted Advisor provides advice for people in consulting roles for building trusting relationships with clients. The book uses stories based on experience, as well short bullet points to help absorb the key points. The book is split up into different chapters, based on different phases in a relationship and how each phase can be tackled.

Trusted Advisor offers some small pieces of advice that anyone could use in their daily interactions with others, but the rest of the content is mostly relevant only to consultants with very close relationships with their clients. The authors could do better to try boil down their advice to smaller key elements, as opposed to the large amount of bullet points each chapter. This would make the information easier to retain.

Overall some good information that consultants will find useful, but somewhat poorly conveyed.
Comment One person found this helpful. Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback.
Sorry, we failed to record your vote. Please try again
Report abuse
Format: Paperback Verified Purchase
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 trust-based relationships goes the deepest (followed by relationship-based, needs-based and service offering-based relationships, in descending order).

This work covers trust-based relationships in a very systematic way, works out a trust process-model and illustrates on how making it work. The trust process-model with 5 stages (engage, listen, frame, envision and commit) is nicely explained and illustrated. Most of it will sound very familiar; still this work gives it a nice context and the overall structure of this book makes it a very pleasant read.

Part 1 - Perspectives on trust
Part 2 - The structure of trust building
Part 3 - Putting trust to work

If you would just scan through the contents of this book, it would give you a good idea of the added value. A very interesting read!

Contents
Introduction
How to use this book

Part 1 - Perspectives on trust
1) A sneak preview: What would be the benefits if your clients trusted you more? What are the primary characteristics of a trusted advisor?
2) What is a Trusted Advisor? (What do great trusted advisors all seem to do?)
3) Earning Trust (What are the dynamics of trusting and being trusted?)
4) How to give advice (How do you ensure your advice is listened to?)
5) The rules of Romance: Relationship building (What are the principles of building strong relationships?)
6) The importance of mindsets (What attitude must you have to be effective?)
7) Sincerity or technique? (Do you really have to care for those you advise?
Read more ›
Comment 2 people found this helpful. Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback.
Sorry, we failed to record your vote. Please try again
Report abuse

Most Recent Customer Reviews



Feedback