The trusted advisor

Book Cover
Average Rating
Publisher:
Free Press,
Pub. Date:
c2000.
Language:
English
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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Grouping Information

Grouped Work IDd1afdb34-9774-4649-2151-44adc65c1ae8
Grouping Titletrusted advisor
Grouping Authormaister david h
Grouping Categorybook
Last Grouping Update2019-12-05 08:21:57AM
Last Indexed2019-12-06 05:11:09AM

Solr Details

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accelerated_reader_reading_level0
auth_author2Cassella, Kent.
Galford, Robert M., 1952-
Green, Charles H., 1950-
authorMaister, David H.
author2-roleCassella, Kent.
Galford, Robert M.,1952-
Green, Charles H.,1950-
hoopla digital.
author_displayMaister, David H
detailed_location_louisvilleLouisville Adult NonFiction
display_descriptionIn 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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owning_library_louisvilleLouisville Public Library
owning_location_louisvilleLouisville Public Library
primary_isbn074320414
publishDate2000
2009
record_details
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ils:.b1704778xBookBooksEnglishFree Press, c2000.xiii, 240 p. ; 24 cm.
hoopla:MWT10755268eAudiobookAudio BooksUnabridged.EnglishTantor Audio, 2009.1 online resource (1 audio file (6hr., 30 min.)) : digital.
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seriesListen Alaska
series_with_volumeListen Alaska|
subject_facetBusiness consultants
Customer relations
Success in business
Trust
title_displayThe trusted advisor
title_fullThe 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_shortThe trusted advisor
topic_facetBusiness consultants
Customer relations
Success in business
Trust