THE Trusted Advisor is a guide to professional success. The modern world of business has much to do with the ability to earn clients’ trust, and thereby win the ability to influence them. In difficult economic times the currency of trust is higher than ever.
This detailed resource provides readers with five crucial steps they need for developing, managing and improving client confidence.
Its key theme, the ‘Trust Equation, is actually in the middle of the book, and the first third of the book leads up to this by framing the issue of trust and what a trusted adviser is.
The Trust Equation portion gives structure to the challenge of building trust, whilst the final part of the publication is dedicated to putting trust to work, using a practical methodology.
Each section has a set of easy reference bullet points, and the content overall is aimed at both employees, employers, entrepreneurs and consultants.
The book contain bags of tips and ideas to help anyone who needs or wants to become a "trusted adviser", and it will be of particular interest to anyone in a long term relationship with a client – such as lawyers, accountants, account managers, consultants, tax advisers and business coaches.
About the authors
David H. Maister is a former professor at the Harvard Business School. Charles Green is founder of GreenSea Consulting. Robert Galford teaches business management courses at Columbia School of Business.
Related links
Client Relationship Management
Winning Clients in a Wired World
All For One: 10 Strategies for
Building Trusted Client Partnerships
Business Development For Lawyers
Blue Ocean Strategy: How to Create
Uncontested Market Space and Make
the Competition Irrelevant
06/11/2009
Planet Client is the only online editorial resource dedicated to giving small to medium sized enterprises a deeper understanding of how to win clients, retain clients and understand clients.
BOOK REVIEW: The trusted advisor
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