The Trusted Advisor Fieldbook: A Comprehensive Toolkit for Leading with Trust Paperback – 16 Dec 2011
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From the Back Cover
A practical guide to being a trusted advisor for leaders in any industry
Your success as a leader depends on your stakeholders′ trust. In this hands–on companion to the bestselling The Trusted Advisor, you′ll find actionable tools, exercises, and resources for the situations that any leader inevitably encounters. Put them to work, and you′ll earn trust quickly, consistently, and sustainably in business and in life.
"Leaders and aspiring leaders understand the central importance of trust–based relationships. The Trusted Advisor Fieldbook is a practical guide for leaders at all levels in building and maintaining relationships with clients and colleagues. Success requires this critical asset."
Jim Quigley, former CEO of Deloitte Touche Tohmatsu Limited
"This is an extensive and in–depth collection of practical tools and exercises that will help anyone improve his or her ability to earn trust. A major contribution." David Maister, coauthor of The Trusted Advisor
"This book is a really valuable resource for anyone who needs to sharpen their trust–building skills and who doesn′t? It′s packed with practical tools and ideas." Matt Nixon, VP Organisation Effectiveness, Royal Dutch Shell
"Everyone talks about being a ′trusted advisor,′ but few people have real science behind it. Green and Howe have got experience, data, and perspective; they don′t shy from the really difficult tasks in client relationships. We have found them to bring practical, tactical expertise to the ideas already developed in The Trusted Advisor and Trust–Based Selling." Mark Hawn, Managing Partner, Accenture
"When The Trusted Advisor published in 2000, I called it a brilliant and practical book. The Trusted Advisor Fieldbook is even more practical and instructive on how to develop trustworthiness, both in yourself and your organization." Tom Peters, coauthor of In Search of Excellence
About the Author
Charles H. Green is founder and CEO of Trusted Advisor Associates. The author of Trust–Based Selling and coauthor of The Trusted Advisor, he is a noted speaker on trust in sales, within organizations, and in external business relationships.
Andrea P. Howe is part of the leadership team of Trusted Advisor Associates. She is also the founder and President of BossaNova Consulting Group. A veteran consultant and seminar leader, Andrea specializes in serving global professional services firms.
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Top customer reviews
Achieving trusted advisor status is the holy grail for any professional. In this new book, The Trusted Advisor Fieldbook Charles and co-writer Andrea Howe go deeper. They look at how to build trust not just at the individual level but across organisations too. Proving that trust is not a soft, fluffy concept they show measurable benefits for those that become trusted - more sales, easier relationships, faster and better decisions, commitment and loyalty inside your organisation and out.
I loved Charles' first book - it was staple reading for anyone entering the consultancy sector; I learned a heap from his second, Trust-based Selling - it identified approaches that in my previous sales roles always worked best. And now he's completed his trilogy. The Trusted Advisor Fieldbook is more hands on than the others. Packed full of worksheets, quizzes, coaching tips, stories and action points, this valuable manual shows us how to walk the talk and apply the powerful principles and models he shares.
The Trusted Advisor Fieldbook is superbly written and structured and very comprehensive. It looks at trust-based marketing, networking, business development and relationship building - pitching, pricing, cross-selling, selling to the C-Suite are all covered. There is a section for leaders on building and running a trustworthy organisation - how to train and develop a culture of trust.
I highly recommend this book to anyone in the professional services or advice field, whether they are a consultant, leader or business developer.
Charles Green has written several books on relationships in business - this being the latest and by far the most effective. Workbooks by definition allow you to learn and apply. This manual is an excellent way to start understanding the power of business relationships and its significant influence on how clients and customers buy. As the old mentor of Tom Cruise's character in Jerry MaGuire says,"This business is all about relationships - no relationship, no business." In fact all business is like that. It is unlikely you can win board level business agreements and contracts without having good relationships with clients. I can tell from my own experience that most people think they are good at relationships - they are not.
Thinking you are good at relationships when you are not is significantly damaging to your income. Do yourself a favour and start reviewing your performance by reading this book or Andrew Sobel's. You won't regret it.
Most helpful customer reviews on Amazon.com
The material that the authors present is broken down into five parts: Part 1 ("A Trust Primer"), Part 2 ("Developing Your Trust Skill Set"), Part 3 ("Developing Business with Trust"), Part 4 ("Managing Relationships with Trust"), and Part 5 ("Building and Running a Trustworthy Organization"). These parts are broken down into 31 chapters, each typically containing just a few pages, which greatly helped my digestion of the content as well as my focus on specific areas of trust. In addition, the conclusions of each of the chapters provide truly thought-provoking worksheets that challenged me during my reading and will continue to challenge me, as I expect to revisit these worksheets in the future as I grow as a professional. And one of the specific aspects about this book that I appreciated, as with "The Trusted Advisor", is all the lists throughout the book (164 in total, more than a 5-fold increase from the earlier effort!) that are also contained in a comprehensive appendix.
As a consultant, chapter personal favorites include Chapter 1 ("Fundamental Truths"), Chapter 3 ("The Dynamics of Influence"), Chapter 4 ("Three Trust Models"), Chapter 6 ("Listen"), Chapter 7 ("Partner"), Chapter 8 ("Improvise"), Chapter 9 ("Risk"), Chapter 15 ("Talking Price"), Chapter 21 ("Accelerating Trust"), Chapter 23 ("Shifting from Tactics to Strategy"), Chapter 24 ("My Client is a Jerk: Transforming Relationships Gone Bad"), and Chapter 25 ("Dealing with Untrustworthy People"). Based on my experience, all professionals will find valuable what the authors present within the chapters of Part 2. While many other texts address the fact that self-knowledge is essential, if any potential readers of this book do not have time to read everything that the authors have to share, the other chapters within this portion of the book (on listening, partnering, improvising, and risk-taking) should be considered required reading for everyone who works with clients to any degree.
The "Trust Equation", Trust = (Credibility + Reliability + Intimacy) / Self-Orientation, or T = (C + R + I) / S, is revisited and expanded upon by the authors alongside two other trust models in Chapter 4, resulting in one of the best discussions in the text. "Self-orientation, which we like to call your 'S', rears its ugly head most often when you feel some sort of fear: fear of looking bad, fear of rejection, fear of loss. All of these fears are perfectly normal. And they are what makes your S look big. What makes a difference is having the ego strength to see the fear, acknowledge it, 'get off your S', and move on. After all, obsessing about Big S mistakes is just more Big S." Following this discussion, "The Trust Creation Process", a five-step model (engage, listen, frame, envision, and commit) in which the authors stress order, is presented, followed by "The Trust Principles" that include a focus on the other, a collaborative approach, a medium-to-long-term perspective, and a habit of being transparent.
As the authors explain, "being or becoming trustworthy cannot be reduced to pure behaviors. Your actions are driven by your beliefs, and your beliefs are driven by your values or principles. Trustworthy behavior is far too complex to fake without beliefs and values behind it. If your values don't drive you to behave in a trustworthy manner all the time, you will be found out quickly. Hence, the trust equation and the way you use the trust creation process are really just outcomes of the principles you hold, the trust principles. The way to become trusted is to act consistently from those principles." And later, the authors introduce a refrain that is common throughout the rest of the text, especially echoing throughout part 3, which personally brought to mind the negative repurcussions an ABC (always be closing) mindset made famous by Alec Baldwin in Glengarry Glen Ross is likely to bring: "Focusing on relationships nurtures transactions, whereas focusing on transactions chokes off relationships."
I really like the practical applications and thoughtfully prepared worksheets that make this more than a book -but an active journal they'll want to keep coming back to.
Charlie and Andrea bring decades of wisdom accrued from hundreds of trainings, speaking events, and personal consulting experience from the best of the best corporations worldwide; they give it away in simple to understand terms.
I love it!!!
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