The Trusted Advisor

3.85 avg rating
( 1,551 ratings by Goodreads )
 
9781400142224: The Trusted Advisor

In order to survive, today's professionals must earn the trust of their clients---and re-earn it throughout their careers. This is a dynamic must-listen for successfully negotiating relationships in today's bold new economy.

"synopsis" may belong to another edition of this title.

Review:

David Maister, Charles Green, and Robert Galford--consultants on professional-service management and customer-relation issues--believe nobody can become successful as a business guru until they first gain the confidence of their clients. In The Trusted Advisor, the authors effectively build their case through anecdote and illustration, then relay a solid series of relevant suggestions applicable to both would-be consultants and those already active in the field. Among their most potent suggestions is a practical, five-step development process that encourages outsiders to engage clients by focusing attention on the issues and individuals at hand; listening both to what they say and what they leave unsaid; framing the immediate problem from their perspective; envisioning with them how a solution might appear; and committing jointly to the actions and resources that will bring it about. Also particularly useful is the examination of trust-building during four phases of a client-advisor alliance: at the time the relationship is consummated; during the assignment; after the assignment; and when "cross-selling," or establishing affiliations with the customer's associates. Boosting its utility, the book is filled with concise, easily adopted tips like "return phone calls unbelievably fast" and "always tell the truth and not what the client wants to hear." --Howard Rothman

About the Author:

Green is a vice president with Sunrise Bank.

"About this title" may belong to another edition of this title.

Buy New View Book
List Price: US$ 59.99
US$ 141.72

Convert Currency

Shipping: US$ 7.26
From United Kingdom to U.S.A.

Destination, Rates & Speeds

Add to Basket

Top Search Results from the AbeBooks Marketplace

1.

Galford Robert M. Green Charles H. Maister David H.
Published by Tantor Media, Incorporated
ISBN 10: 1400142229 ISBN 13: 9781400142224
New Quantity Available: 1
Seller:
Majestic Books
(London, ,, United Kingdom)
Rating
[?]

Book Description Tantor Media, Incorporated. Book Condition: New. Bookseller Inventory # 6788749

More Information About This Seller | Ask Bookseller a Question

Buy New
US$ 141.72
Convert Currency

Add to Basket

Shipping: US$ 7.26
From United Kingdom to U.S.A.
Destination, Rates & Speeds