The Trusted Advisor

the trusted advisor

If there is only one business book you read, this is it. The book outlines the steps necessary to create a lasting relationship with clients.

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. 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. 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.

    • What is a Trusted Advisor
      • They focus on the client rather than themselves
      • A client is a person not the company
      • Strong competitive drive to find new ways to help the client
      • Success is tied to the quality of the client relationship.
      • Help the client
    • Earn the clients trust
      • You must do something that helps people trust you
      • Trust entails risk
      • Trust is personal
        • No such thing as institutional trust
        • We don’t trust institutions
        • We don’t trust a process

    We trust people

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