Download the eBook for The Trusted Advisor by David H. Maister, Robert Galford , Charles Green. Read excerpts, book reviews, & watch videos at Simon. Buy The Trusted Advisor New Ed by David H. Maister, Robert Galford, Charles Green (ISBN: ) from Amazon’s Book Store. Everyday low prices. David Maister is well-known to readers of this blog. David was lead author on The Trusted Advisor along with myself and Rob Galford. A.

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To get the free app, enter your mobile phone number. Would you like to tell us about a lower price? 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 world-renowned professional advisors David 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.

Read more Read less. Discover Prime Book Box for Kids. Kindle Cloud Reader Read instantly in your browser. Customers who bought this item also bought. Page 1 of 1 Start over Page 1 of 1. The Trusted Advisor Fieldbook: A Comprehensive Toolkit for Leading with Trust.

Managing The Professional Service Firm. Flawless Consulting, Enhanced Edition: In The Trusted Advisorthe 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.

The Trusted Advisor – David H. Maister, Charles H. Green, Robert M. Galford – Google Books

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: 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.


In our “world gone mad,” trust is, paradoxically, more important than ever. It is packed with truth. The Trusted Advisor will guide success not just in the advisory professions but in leadership and life as well. Professor Charles Fombrun Leonard N. This path-breaking book is a must-read. See all Editorial Reviews.

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See all customer images. Read reviews that mention trusted advisor professional services david maister common sense must read years ago build trust easy read professional service subject matter great book required reading solve their problems trusted advisors tbe and intimacy true professionalism become trusted read this book care for those you advise green and galford.

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Please try again later. This is a very good book–thoughtful, provocative, instructive. Having said that, there is nothing new here, nothing that hasn’t already been said before, in “How to Win Friends and Influence People,” by Dale Carnegie. Carnegie’s book is the “Bible” on how to build trust, sell the right way, manage effectively, resolve customer and employee disputes, and succeed in a highly-competitive and often hostile world. In the ’80s, while working for a large mid-western company and maistr the task of changing the culture of our large retail organization, I must have read a hundred books on selling, negotiating, problem solving, how to get along with the boss, management, dispute resolution, etc.

Having said that, I recommend this book. It’s pointed, it’s filled with example after example on how to build trust–the cement of long-term client relationships–and it gets at the heart of the matter: Humility is the key to self-control. I know people who read book after book looking for some secret message that will enable them to leap over mountains and achieve great success, career satisfaction, and personal achievement.

They read books such as this one, miss the timeless lessons being illustrated, and move on to another book. This book has all the Dale Carnegie essentials: Kindle Edition Verified Purchase. The core of the book is the trust equation: Listen empathetically for rational and emotional issues to help clients frame the problem then partner with them to craft a detailed solution with carefully managed expectations.

Deliver consistently and excellently on projects, mindful of small touches along the way. Communicate as davi would with a close family member or friend, sharing and working through professional, and where appropriate, personal issues. Much harder in practice. Sure, be the trusted advisor, someone who never gets anything wrong. LOL Daavid philosophy is good, but quite hard in practice. The other key take away is that you always work for your client’s best interest.

That’s how you build trust. I’d say more important than that maisfer you SHOW how your actions benefit them even at your own expense.


Otherwise, they won’t even realize how good they have it. This book is right on target. Anyone who desires to develop lasting relationships with clients will want to read this book. From the outset the authors hook the reader by establishing the three basic skills that a trusted advisor must have: And it gets better as the book progresses.

The concept of building trust is brought home in a succinct equation: I have found this simple equation to be most useful in gauging the strength of relationships built over the years.

It also explains how frustratingly easy it is to lose the trust we’ve built up. Those who have difficulty maintaining long term solid relationships with friends or clients would do well to check their self-orientation. It is highly likely, if you’re honest with yourself, that you are pretty much motivated by your own self-interest and that will come through to clients and friends – regardless of the words you speak or protestations to the contrary.

I wish I had come across this book and the follow-on book by Charles Green, Trust-based Selling years ago. It would have explained much about the success I had with clients as well as the failures that I suffered.

This book is a must read for, not only the sales professional but for any executive who deals with people and has to sell – invaluable reading for both young and old. This book emphasizes the importance for every sales individual to earn and gain the trust of their clients before closing business deals.

This book is also about guiding your client to make the right choices and the fundamental steps to earn your clients trust. The essential part of this book also focuses on how to but your “trust” to action. In today’s competitive world it’s critical that we become trusted advisors and invest ourselves trutsed building indispensible relationships with clients, adviisor, vendors etc.

I found this book a wonderful source of information and it is now part of my “Dantotsu collection” Best of the Best Danita Bye Sales Growth Specialists. One person found this helpful.

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