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    The Trusted Advisor
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    The Trusted Advisor
    Unavailable
    The Trusted Advisor
    Audiobook6 hours

    The Trusted Advisor

    Written by Robert M. Galford, Charles H. Green and David H. Maister

    Narrated by Kent Cassella

    4.5/5

    ()

    Currently unavailable

    Currently unavailable

    About this audiobook

    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 your discipline is not enough, assert world-renowned professional advisors David H. Maister, Charles H. Green, and Robert M. Galford. The key to professional success, they argue, is the ability to earn the trust and confidence of clients. The creation of trust is what earns the right to influence clients; trust is also at the root of client satisfaction and loyalty. The workings of trust are even more critical in the new economy than in the old.



    Maister, Green, and Galford enrich our understanding of trust-yet they have also written a deeply practical book. Using their model of the "Trust Equation," they dissect the rational and emotional components of trustworthiness. With precision and clarity, they detail five distinct steps you must take to create a trust-based relationship. Each step-engage, listen, frame, envision, and commit-is richly described in distinct chapters. The book is peppered with pragmatic "top ten" lists aimed at improving advisors' effectiveness that can be put to use instantly.



    This book will be welcomed by the inexperienced advisor and the most seasoned expert alike. The authors use anecdotes, experiences, and examples-successes and mistakes, their own and others'-to great effect. Though they use the professional services advisor/client paradigm throughout the book, their prescriptions have resonance for other trust-reliant situations-selling, customer relationship management, and internal staff functions like HR and information technology.



    The result is a tour de force-brilliant, penetrating, unique. It is essential listening for anyone who must advise, negotiate, or manage complex relationships with others.
    LanguageEnglish
    PublisherTantor Audio
    Release dateAug 6, 2009
    ISBN9781400182220
    Unavailable
    The Trusted Advisor
    Author

    Robert M. Galford

    Robert M. Galford is the managing partner of the Center for Leading Organizations and teaches on executive education programs. He is the coauthor of The Trusted Advisor, The Trusted Leader, and Your Leadership Legacy.

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    Reviews for The Trusted Advisor

    4.5/5

    24 ratings4 reviews

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    • 3/5
      The definition of trust is not clearly defined, weakening the writing effort. Still worth reading.
    • 5/5
      The most important part for me is categorizing the client according to their common words used.
    • 5/5
      Great insights and professional advice on how to proceed with confidence in your consulting or advising profession
    • 4/5
      The actionable steps provided to build trust were the most valuable part of the book. Felt a little repetitive towards the end but great presentation of tips and information regardless.

      1 person found this helpful