The trusted advisor

Book Cover
Average Rating
Publisher:
Free Press,
Pub. Date:
c2000.
Language:
English
Description
Bestselling author David Maister teams up with Charles H. Green and Robert M. Galford to bring us the essential tool for all consultants, negotiators, and advisors. 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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Grouping Information

Grouped Work ID d1afdb34-9774-4649-2151-44adc65c1ae8
Grouping Title trusted advisor
Grouping Author maister david h
Grouping Category book
Last Grouping Update 2018-11-29 03:57:28AM
Last Indexed 2018-12-10 04:25:19AM

Solr Details

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accelerated_reader_point_value 0
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auth_author2 Cassella, Kent., Galford, Robert M., 1952-, Green, Charles H., 1950-
author Maister, David H.
author2-role Cassella, Kent., Galford, Robert M.,1952-, Green, Charles H.,1950-, hoopla digital.
author_display Maister, David H
available_at_louisville Louisville Public Library
detailed_location_louisville Louisville Adult NonFiction
display_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 your 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. The creation of trust is what earns the right to influence clients; trust is also at the root of client satisfaction and loyalty. The workings of trust are even more critical in the new economy than in the old. Maister, Green, and Galford enrich our understanding of trust-yet they have also written a deeply practical book. Using their model of the "Trust Equation," they dissect the rational and emotional components of trustworthiness. With precision and clarity, they detail five distinct steps you must take to create a trust-based relationship. Each step-engage, listen, frame, envision, and commit-is richly described in distinct chapters. The book is peppered with pragmatic "top ten" lists aimed at improving advisors' effectiveness that can be put to use instantly. This book will be welcomed by the inexperienced advisor and the most seasoned expert alike. The authors use anecdotes, experiences, and examples-successes and mistakes, their own and others'-to great effect. Though they use the professional services advisor/client paradigm throughout the book, their prescriptions have resonance for other trust-reliant situations-selling, customer relationship management, and internal staff functions like HR and information technology. The result is a tour de force-brilliant, penetrating, unique. It is essential listening for anyone who must advise, negotiate, or manage complex relationships with others.
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id d1afdb34-9774-4649-2151-44adc65c1ae8
isbn 074320414, 9780743212342, 9781400192229
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local_callnumber_louisville 658.46 MAI
owning_library_louisville Louisville Public Library
owning_location_louisville Louisville Public Library
primary_isbn 074320414
publishDate 2000, 2009
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subject_facet Business consultants, Customer relations, Success in business, Trust
title_display The trusted advisor
title_full The trusted advisor / David H. Maister, Charles H. Green, Robert M. Galford, The trusted advisor [electronic resource] / David H. Maister, Charles H. Green, Robert M. Galford
title_short The trusted advisor
topic_facet Business consultants, Customer relations, Success in business, Trust