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Binding: PaperbackDewey Decimal Number: 658 EAN: 9780743212342 ISBN: 0743212347 Label: Free Press Manufacturer: Free Press Number Of Items: 1 Number Of Pages: 256 Publication Date: October 09, 2001 Publisher: Free Press Release Date: September 25, 2001 Studio: Free Press Accessories:
Browse for similar items by category: Click to Display Editorial Review: Amazon.com Review: David Maister, Charles Green, and Robert Galford--consultants on professional-service management and customer-relation issues--believe nobody can become successful as a business guru until they first gain the confidence of their clients. In The Trusted Advisor, the authors effectively build their case through anecdote and illustration, then relay a solid series of relevant suggestions applicable to both would-be consultants and those already active in the field. Among their most potent suggestions is a practical, five-step development process that encourages outsiders to engage clients by focusing attention on the issues and individuals at hand; listening both to what they say and what they leave unsaid; framing the immediate problem from their perspective; envisioning with them how a solution might appear; and committing jointly to the actions and resources that will bring it about. Also particularly useful is the examination of trust-building during four phases of a client-advisor alliance: at the time the relationship is consummated; during the assignment; after the assignment; and when "cross-selling," or establishing affiliations with the customer's associates. Boosting its utility, the book is filled with concise, easily adopted tips like "return phone calls unbelievably fast" and "always tell the truth and not what the client wants to hear." --Howard Rothman Product Description: In today's fast-paced networked economy, professionals must work harder than ever to maintain and improve their business skills and knowledge. But technical mastery of one's discipline is not enough, assert world-renowned professional advisors David H. Maister, Charles H. Green, and Robert M. Galford. The key to professional success, they argue, is the ability to earn the trust and confidence of clients. To demonstrate the paramount importance of trust, the authors use anecdotes, experiences, and examples -- successes and mistakes, their own and others' -- to great effect. The result is an immensely readable book that will be welcomed by the inexperienced advisor and the most seasoned expert alike. Average Rating:
 Rating:  - A Trusted Author David is the written word authority on professional advisory services. The trusted advisor is a book, I first read when it was published and I find myself returning to it and sharing it along with other works of David's again and again. But if you can read just one and want to balance learning with the enjoyment of the read, I recommend The Trusted Advisory for all consultants and service industry professionals. Rating: - Absolutely brilliantTruly, the content that Maister, Green, and Galford provide in "The Trusted Advisor" is absolutely brilliant. The only other consulting text that comes to mind which meets the quality of this work is "The Secrets of Consulting", by Weinberg (see my review). And while "Secrets" is an incredibly informative and entertaining masterpiece, the three authors who collaborated for this piece have provided a great service to anyone involved with advising other individuals, regardless of profession. The step ... Read More Rating:  - Nothing NewOdds are, if you read books like this, you have read all of this before. Most of it is common sense as well. Rating: - Sales vs AdvisingThere's a lot more to selling than sales skills. You can study all the closes you want, but if you can't bring value to your clients, you better find a new profession. The Trusted Advisor educates true consultants on how to bring value in what you can offer to your clients, The Trusted Advisor takes you from salesperson to valued resource, and it all starts with trust. The old line, "what's it going to take to get you to buy" is for sales people that won't be selling this time next year, invest in ... Read More Rating: - Recommended for all ConsultantsExcellent book by the master of consulting firm management. Addresses and gives insight into the goal of all management consulting engagements - to become the trusted advisor of the C-level management - on the issues related to your expertise. I recommend this book and Maister's other books to all senior level consultants and professional services personnel. 
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