Would you like to tell us about a lower price? If you are a seller for this product, would you like to suggest updates through seller support? 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.
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The Trusted Advisor by David H. Maister ,. Charles H. Robert M. 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 worl Bestselling author David Maister teams up with Charles H. But technical mastery of one's discipline is not enough, assert world-renowned professional advisors David H. Maister, Charles H.
Green, and Robert M. 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. Get A Copy. Paperback , pages. Published October 9th by Free Press first published January 1st More Details Original Title.
Other Editions Friend Reviews. To see what your friends thought of this book, please sign up. To ask other readers questions about The Trusted Advisor , please sign up. Is this book still relevant even though it was published 18 years ago or is there a more modern alternative? Brett Christensen It is absolutely relevant. See 1 question about The Trusted Advisor…. Lists with This Book. Community Reviews.
Showing Average rating 3. Rating details. More filters. Sort order. Start your review of The Trusted Advisor. Shelves: business , customer-service , non-fiction. This should be required reading for consultants and advisors. It explains that getting hired and rehired is about earning trust, and walks through many ways to build trust.
There are plenty of real-world examples from the authors, three experienced consultants. I read this because I spend a lot of time interacting with clients in running my web design agency, OptimWise.
Spend more time defining it and talking about the end state with the client. Below are my notes. Seek out rather than avoid client-contact experiences, and take personal risks with clients. You're more likely to find the right words to convey your point with respect, and to soften any critique.
Prove you're trying to help, not criticize. You're more likely to be trusted if you say, "I'm not completely sure how to deal with this; can I talk it over with you? Use trust-building techniques. Stop serving clients who can see that you're not fully engaged. The damage to your reputation will outlast any income penalty. Reputation before revenue! Occasional socializing can be enjoyable, but earning trust is not about sporting events and dinners.
It's the window into the client's needs, hopes, fears. For example, stay current on client events and names. You can have a close relationship with the client without having anything to do with their life outside of work. It's about emotional closeness concerning the issues at hand. Be the first one to take a personal risk let your guard down , to share something of what you see, feel, or think.
Take most of the responsibility for failed communications. Talk to your client as if he is a friend. We're concerned about our friends and their well-being, and it shows in our conversational style.
Five stages of building trust 1. Engage: use language of interest and concern. Listen: use language of understanding and empathy. Frame: use language of perspective and candor. Vision: use language of possibility. Commit: use language of joint exploration. These conversations contrast with more content- or expertise-related conversations. Don't make early interactions purely transactional. If you focus strictly on the content, you'll be paid more as a technician in as an advisor.
Talk to them as if they are a new friend, not an old friend. Instead of asking "why don't we …? Ask questions about things like benefits, end states, outcomes. After the problem is defined, the client will ask "what can we do about this? Would you rather be someone's counselor, or write proposals? Putting Trust to Work Instead of pitching, get to work immediately. Act as if the project has already started.
Show the prospect what it feels like to be in a relationship. The best selling technique is to not sell, but to commence the service process. Clients don't want to buy air unless they can breathe it first. They prefer to buy based on a sample. Professionals sell confidence, security, and ease. If it's unreasonable, it's better to ask for an extension, or even argue about it, then miss it. Don't blame anybody for anything anytime. Sep 30, Garrett Jackson rated it it was ok.
This book was important to me for one reason. It's summed up in this one quote, "The right to solve problems is earned by informed listening, which in turn is driven by curiosity. People don't want you to solve their problems unless they give you the right to solve them. That principle pretty much guides the rest of the chapters. The book addresses many different topics that I've run into with clients and supplied me with This book was important to me for one reason.
The Trusted Advisor by David H. Maister
The definition of trust is not clearly defined, weakening the writing effort. Still worth reading. The Trusted Advisor. David H. Maister , Charles H. Green , Robert M.
The Trusted Advisor [Paperback]
A former Harvard Business School professor, he originally specialized in logistics and transportation writing 8 books on those topics. He became the guru of Professional Services with his book Managing the Professional Services Firm after which he wrote 6 additional books on professional service firm topics. How has your view of trust changed, if at all, since then? As authors, consultants and teachers, we and others can help a lot with the knowledge and skill parts of understanding trust, and perhaps even through role playing and practice help people improve on the behavioral aspects — getting more skilled in conversations for example.
The Trusted Advisor
Extremely useful if you do any kind of advice-work, like consulting, freelancing, or working on an agency. You don't get the change to employ advisory skills until you can get someone to trust you enough to share their problems with you. The way to be as rich as Bill Gates is to care more about writing code than about being rich. And the way to be a great advisor is to care about your client.