| Description |
xi, 240 pages : illustrations (black and white) ; 24 cm |
| Contents |
Introduction -- How to use this book -- Part one : perspectives on trust -- 1. A sneak preview -- 2. What is a trusted advisor? -- 3. Earning trust -- 4. How to give advice -- 5. The rules of romance : relationship building -- 6. The importance of mindsets -- 7. Sincerity or technique? -- Part two : the structure of trust building -- 8. The trust equation -- 9. The development of trust -- 10. Engagement -- 11. The art of listening -- 12. Framing the issue -- 13. Envisioning an alternate reality -- 14. Commitment -- Part three : putting trust to work -- 15. What's so hard about all this? -- 16. Differing client types -- 17. The Lieutenant Columbo approach -- 18. The role of trust in getting hired -- 19. Building trust on the current assignment -- 20. Re-earning trust away from the current assignment -- 21. The case of cross-selling -- 22. The quick-impact list to gain trust -- Appendix : a compilation of our lists |
| Summary |
Beside 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 |
| Notes |
Originally published: London: Simon & Schuster, 2000 |
| Bibliography |
Includes bibliographical references and index |
| Subject |
Success in business.
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Business consultants.
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Commerce.
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Consultants.
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| Author |
Green, Charles H., 1950- author
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Galford, Robert M., 1952- author
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| LC no. |
00044250 |
| ISBN |
9780743204149 |
|
074320414X |
|
074320963X (variant) |
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