The Trusted AdvisorBeside talent and a sterling portfolio, what can world-class consultants like Deloitte & Touche, Societe General and Towers Perrin boast has helped them achieve success in our entrepreneurial economy? They all have the inside track on the indispensable "Trusted Advisor" model for client relationships, created by renowned experts Charles Green and Robert Galford. Now Green and Galford have teamed up with the acclaimed David Maister in order to help their latest high-profile, fast-forward client: you. In this straightforward guide, Maister, Green and Galford show readers that the key to professional success goes well beyond technical mastery or expertise. Today, it's all about the vital ability to earn the client's trust and thereby win the ability to influence them. In these high risk times, trust is more valuable than gold. With this critical, highly detailed and accessible resource, readers will learn the five crucial steps for developing, managing and improving client confidence. For both emerging and established entrepreneurs and consultants, THE TRUSTED ADVISOR is the first truly indispensable business book of the decade. |
Contents
Introduction | |
PERSPECTIVES ON TRUST | |
Earning Trust | |
How to Give Advice | |
Relationship Building | |
The Importance of Mindsets | |
THE STRUCTURE OF TRUST BUILDING | |
extent of trust? | |
Envisioning an Alternate Reality | |
PUTTING TRUST TO WORK | |
Differing Client Types | |
The Lieutenant Columbo Approach | |
Building Trust on the Current Assignment | |
The Case of CrossSelling | |
The QuickImpact List to Gain Trust | |
A Compilation of Our Lists | |
Other editions - View all
The Trusted Advisor: 20th Anniversary Edition David H. Maister,Robert Galford,Charles Green Limited preview - 2021 |
Common terms and phrases
action advice advisor’s agenda answer approach Barbara blame building trust can’t Chapter Charlie Charlie Green Client Client client organization Client Type client wants Columbo commitment consulting conversation create credibility crossselling Curt David David Maister deliver develop didn’t discussion earn the right earning trust emotional framing engagement envisioning existing client experience expertise fear feel firm’s focus focusing Galford Garrison Keillor give happen help the client idea interest intimacy involved isn’t issue Joe Sherman Lieutenant Columbo listening look mean meeting Michael Jordan naming and claiming one’s opportunities Peter Falk professional firm professional service firms questions relationship managers reliability responsibility risky selforientation selling situation skills solve someone steps successful sure talk technique tell There’s they’re things topic trust equation trust process trust relationships trusted advisor truth trying understand we’re we’ve won’t you’re you’ve