The Trusted Advisor |  | Authors: David H. Maister, Charles H. Green, Robert M. Galford
Publisher: Free Press
List Price: $15.95
Buy Used: $2.37
as of 11/23/2009 10:36 CST details
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New (38) Used (50) Collectible (1) from $2.37
Seller: AlexanderTheGreat
Rating:  39 reviews
Sales Rank: 6059
Media: Paperback
Pages: 256
Number Of Items: 1
Shipping Weight (lbs): 0.6
Dimensions (in): 8.4 x 5.5 x 0.7
ISBN: 0743212347
Dewey Decimal Number: 658
EAN: 9780743212342
ASIN: 0743212347
Publication Date: October 9, 2001
Availability: Usually ships in 1-2 business days
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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.
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| Customer Reviews:
Showing reviews 1-5 of 39
 Read it, Love it November 18, 2009
J. salter (LA, Ca)
This book is an excellent exposition on values and perceptions between clients and salesmen. I recommend it to all in any sales position. The information included is worth many years of experience.
 Misrepresented as "like new"... October 5, 2009
Michael R. Blakey
0 out of 3 found this review helpful
The product is defective and I can't get it to load in any of my cd players! I wish the seller had tested it before it was represented as "like new". I would return it if I had the return information but, alas! Live and learn.
An equation for trust . . . May 29, 2009
Dave Kinnear (Lake Forest, CA USA)
This book is right on target. Anyone who desires to develop lasting relationships with clients will want to read this book. From the outset the authors hook the reader by establishing the three basic skills that a trusted advisor must have: (1) earning trust; (2) giving advice effectively; and (3) building relationships. And it gets better as the book progresses. The concept of building trust is brought home in a succinct equation: T = (C + R + I)/S where T is trust, C is credibility, R is reliability, I is intimacy and S is self-orientation.
I have found this simple equation to be most useful in gauging the strength of relationships built over the years. It also explains how frustratingly easy it is to lose the trust we've built up. Those who have difficulty maintaining long term solid relationships with friends or clients would do well to check their self-orientation. It is highly likely, if you're honest with yourself, that you are pretty much motivated by your own self-interest and that will come through to clients and friends - regardless of the words you speak or protestations to the contrary.
I wish I had come across this book (and the follow-on book by Charles Green, Trust-based Selling) years ago. It would have explained much about the success I had with clients as well as the failures that I suffered. This book will move the successful mentor/coach from the level of conscious incompetent to conscious competent and on to the ultimate goal of unconscious competent.
It should be ready by every people working in consulting industry May 4, 2009
Z. Yixin (Sydney, Australia)
This is THE best book about professioanl selling skills I have ever read. Step by step, it guides you into making youself a very real trustworthy advisor in front of your client.
 Just OK February 15, 2009
Diane M. Pfadenhauer (New York)
A colleague of mine suggested I buy this book. For some reason, I could not get past the endless number of lists, checklists, etc. I will confess, I never made it to the end. All of the content seemed like a great deal of common sense to me and I eventually lost interest in continuing.
Showing reviews 1-5 of 39
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