{"product_id":"the-trusted-advisor-20th-anniversary-edition","title":"The Trusted Advisor: 20th Anniversary Edition","description":"\u003ctable align=\"center\" border=\"0\" cellpadding=\"2\" cellspacing=\"0\" width=\"100%\"\u003e\n\u003ctr\u003e\n\u003ctd class=\"productDetailSmallElements\"\u003e\n\u003cp\u003e\n\u003cstrong\u003eMarc Notes\u003c\/strong\u003e:\u003cbr\u003e\n\t\t\t\t\t\t\t\tA Touchstone book.; Reprinted with the same ISBN in 2004 under the Free Press imprint as the First Free Press paperback edition.; Includes bibliographical references (p. 225-227) and index.\u003cbr\u003e\u003cbr\u003e\n\u003cstrong\u003eTable of Contents\u003c\/strong\u003e:\u003cbr\u003e\n\u003cb\u003eContents\u003c\/b\u003e\n\u003c\/p\u003e\n\u003cp\u003e\u003c\/p\u003eIntroduction \n\u003cp\u003e\u003c\/p\u003eHow to Use This Book \n\u003cp\u003e\u003c\/p\u003e\n\u003cb\u003ePart One: Perspectives on Trust\u003c\/b\u003e\n\u003cbr\u003e\n\u003col\u003e\n\u003cbr\u003e\n\u003cli\u003eA Sneak Preview \u003cp\u003e\u003c\/p\u003e\n\u003ci\u003eWhat would be the benefits if your clients trusted you more? \u003c\/i\u003e\u003cp\u003e\u003c\/p\u003eWhat are the primary characteristics of a trusted advisor?\u003cbr\u003e \u003c\/li\u003e\n\u003cli\u003eWhat Is a Trusted Advisor? \u003cp\u003e\u003c\/p\u003e\n\u003ci\u003eWhat do great trusted advisors all seem to do?\u003c\/i\u003e\u003cbr\u003e \u003c\/li\u003e\n\u003cli\u003eEarning Trust \u003cp\u003e\u003c\/p\u003e\n\u003ci\u003eWhat are the dynamics of trusting and being trusted?\u003c\/i\u003e\u003cbr\u003e \u003c\/li\u003e\n\u003cli\u003eHow to Give Advice \u003cp\u003e\u003c\/p\u003e\n\u003ci\u003eHow do you ensure your advice is listened to?\u003c\/i\u003e\u003cbr\u003e \u003c\/li\u003e\n\u003cli\u003eThe Rules of Romance: Relationship Building \u003cp\u003e\u003c\/p\u003e\n\u003ci\u003eWhat are the principles of building strong relationships?\u003c\/i\u003e\u003cbr\u003e \u003c\/li\u003e\n\u003cli\u003eThe Importance of Mindsets \u003cp\u003e\u003c\/p\u003e\n\u003ci\u003eWhat attitudes must you have to be effective?\u003c\/i\u003e\u003cbr\u003e \u003c\/li\u003e\n\u003cli\u003eSincerity or Technique? \u003cp\u003e\u003c\/p\u003e\n\u003ci\u003eDo you really have to care for those you advise?\u003c\/i\u003e\u003cbr\u003e\n\u003c\/li\u003e\n\u003c\/ol\u003e\n\u003cbr\u003e\n\u003cb\u003ePart Two: The Structure of Trust Building\u003c\/b\u003e\n\u003cbr\u003e\n\u003col\u003e\n\u003cbr\u003e\n\u003cli\u003eThe Trust Equation \u003cp\u003e\u003c\/p\u003e\n\u003ci\u003eWhat are the four key components that determine the extent of trust?\u003c\/i\u003e\u003cbr\u003e \u003c\/li\u003e\n\u003cli\u003eThe Development of Trust \u003cp\u003e\u003c\/p\u003e\n\u003ci\u003eWhat are the five stages of trust-building?\u003c\/i\u003e\u003cbr\u003e \u003c\/li\u003e\n\u003cli\u003eEngagement \u003cp\u003e\u003c\/p\u003e\n\u003ci\u003eHow do you get clients to initiate discussions with you?\u003c\/i\u003e\u003cbr\u003e \u003c\/li\u003e\n\u003cli\u003eThe Art of Listening \u003cp\u003e\u003c\/p\u003e\n\u003ci\u003eHow can you improve your listening skills?\u003c\/i\u003e\u003cbr\u003e \u003c\/li\u003e\n\u003cli\u003eFraming the Issue \u003cp\u003e\u003c\/p\u003e\n\u003ci\u003eHow can you help clients look at their issues in a fresh way?\u003c\/i\u003e\u003cbr\u003e \u003c\/li\u003e\n\u003cli\u003eEnvisioning an Alternate Reality \u003cp\u003e\u003c\/p\u003e\n\u003ci\u003eHow can you help clients clarify what they're really after?\u003c\/i\u003e\u003cbr\u003e \u003c\/li\u003e\n\u003cli\u003eCommitment \u003cp\u003e\u003c\/p\u003e\n\u003ci\u003eHow do you ensure clients are willing to do what it takes to solve their problems?\u003c\/i\u003e\u003cbr\u003e\n\u003c\/li\u003e\n\u003c\/ol\u003e\n\u003cbr\u003e\n\u003cb\u003ePart Three: Putting Trust to Work\u003c\/b\u003e\n\u003cbr\u003e\n\u003col\u003e\n\u003cbr\u003e\n\u003cli\u003eWhat's So Hard About All This? \u003cp\u003e\u003c\/p\u003e\n\u003ci\u003eWhy are truly trust-based relationships so scarce?\u003c\/i\u003e\u003cbr\u003e \u003c\/li\u003e\n\u003cli\u003eDiffering Client Types \u003cp\u003e\u003c\/p\u003e\n\u003ci\u003eHow do you deal with clients of differing types?\u003c\/i\u003e\u003cbr\u003e \u003c\/li\u003e\n\u003cli\u003eThe Lieutenant Columbo Approach \u003cp\u003e\u003c\/p\u003e\n\u003ci\u003eWhat can we learn from an unorthodox winner?\u003c\/i\u003e\u003cbr\u003e \u003c\/li\u003e\n\u003cli\u003eThe Role of Trust in Getting Hired \u003cp\u003e\u003c\/p\u003e\n\u003ci\u003eHow do you create trust at the outset of a relationship?\u003c\/i\u003e\u003cbr\u003e \u003c\/li\u003e\n\u003cli\u003eBuilding Trust on the Current Assignment \u003cp\u003e\u003c\/p\u003e\n\u003ci\u003eHow can you conduct your assignment in a way that adds to trust?\u003c\/i\u003e\u003cbr\u003e \u003c\/li\u003e\n\u003cli\u003eRe-earning Trust Away from the Current Assignment \u003cp\u003e\u003c\/p\u003e\n\u003ci\u003eHow can you build trust when you're not working on an assignment?\u003c\/i\u003e\u003cbr\u003e \u003c\/li\u003e\n\u003cli\u003eThe Case of Cross-Selling \u003cp\u003e\u003c\/p\u003e\n\u003ci\u003eWhy is cross-selling so hard, and what can be done about it?\u003c\/i\u003e\u003cbr\u003e \u003c\/li\u003e\n\u003cli\u003eThe Quick-Impact List to Gain Trust \u003cp\u003e\u003c\/p\u003e\n\u003ci\u003eWhat are the key things you should do first?\u003c\/i\u003e\u003cbr\u003e\n\u003c\/li\u003e\n\u003c\/ol\u003e\n\u003cbr\u003eAppendix: A Compilation of Our Lists \n\u003cp\u003e\u003c\/p\u003e\n\u003ci\u003eA comprehensive summary and list of concepts, insights, tips, and tactics.\u003c\/i\u003e\n\u003cp\u003e\u003c\/p\u003eAcknowledgments \n\u003cp\u003e\u003c\/p\u003eNotes and References \n\u003cp\u003e\u003c\/p\u003eIndex \n\u003cp\u003e\u003c\/p\u003eAbout the Authors\u003cbr\u003e\u003cbr\u003e\n\u003cstrong\u003eBiographical Note\u003c\/strong\u003e:\u003cbr\u003e\n\t\t\t\t\t\t\t\tDavid H. Maister is widely acknowledged as the world's leading authority on the management of professional service firms. Beginning four decades ago, David has advised firms in a broad spectrum of professions, covering all strategic and managerial issues, spanning the globe. A native of Great Britain, David holds degrees from the University of Birmingham, the London School of Economics, and the Harvard Business School, where he was a professor for seven years. He is the author of the best-selling books \n\u003ci\u003eManaging the Professional Service Firm \u003c\/i\u003eand \n\u003ci\u003eTrue Professionalism\u003c\/i\u003e. He lives in Boston, Massachusetts. \n\u003cp\u003e\u003c\/p\u003eRobert M. Galford is a Managing Partner of the Center for Leading Organizations, where he works with senior executives at the intersection of strategy, organization, and leadership. In addition to \n\u003ci\u003eThe Trusted Advisor\u003c\/i\u003e, Rob has coauthored three books: \n\u003ci\u003eThe Trusted Leader\u003c\/i\u003e; \n\u003ci\u003eYour Leadership Legacy\u003c\/i\u003e; and \n\u003ci\u003eSimple Sabotage\u003c\/i\u003e, and has been a frequent contributor to the \n\u003ci\u003eHarvard Business Review\u003c\/i\u003e, HBR.org, and numerous other business publications. His educational background includes Liceo Segre, Turin, Italy, a BA in Economics and Italian Literature from Haverford College, an MBA from Harvard Business School and a JD from Georgetown University Law Center. \n\u003cp\u003e\u003c\/p\u003eCharles H. Green is a speaker and executive educator focused on trust in complex businesses and professional services firms. Charlie is founder and Chairman of Trusted Advisor Associates. In addition to \n\u003ci\u003eThe Trusted Advisor\u003c\/i\u003e, Charlie wrote \n\u003ci\u003eTrust-Based Selling\u003c\/i\u003e, and coauthored \n\u003ci\u003eThe Trusted Advisor Fieldbook\u003c\/i\u003e. He is a graduate of Columbia and of the Harvard Business School. He spent the first twenty years of his career with The MAC Group and its successor, Gemini Consulting. Charlie lives in Boca Raton, Florida.\u003cbr\u003e\u003cbr\u003e\n\u003cstrong\u003eBrief Description\u003c\/strong\u003e:\u003cbr\u003e\n\t\t\t\t\t\t\t\t\"The 20th anniversary edition of the \"brilliant and practical\" (Tom Peters, author of The Professional Service 50) business classic-now updated to reflect the digital world-provides essential tools and wisdom for all consultants, negotiators, and advisors\"--\u003cbr\u003e\u003cbr\u003e\n\u003cstrong\u003eReview Quotes\u003c\/strong\u003e:\u003cbr\u003e\n\t\t\t\t\t\t\t\t\" \n\u003ci\u003eThe Trusted Advisor \u003c\/i\u003eis a foundational text for any consulting professional looking to build, sustain, and grow their client relationships. I have leveraged its guiding principles and its exceedingly practical advice to reimagine what it means to demonstrate trust--and have urged the many colleagues to whom I have gifted the book to do the same. Twenty years since it was first published, \n\u003ci\u003eThe Trusted Advisor \u003c\/i\u003eis more relevant and valuable than ever, helping professionals navigate constant disruption--so we can do the same for our clients.\" \n\u003cb\u003e--Janet Foutty, U.S. executive chair, Deloitte \u003c\/b\u003e\n\u003cp\u003e\u003c\/p\u003e\"A rich source of examples and experiences that guide the development of truly special relationships with one's clients.\" \n\u003cb\u003e--Rich Lesser, CEO, Boston Consulting Group\u003c\/b\u003e\n\u003cp\u003e\u003c\/p\u003e\"Full of both sage wisdom and applicable advice, \n\u003ci\u003eThe Trusted Advisor \u003c\/i\u003ehas helped elevate the work of an entire generation of advisors, and I know it will continue to be an invaluable resource for generations to come.\" \n\u003cb\u003e--Kelly Grier, managing partner U.S. and Americas, EY\u003c\/b\u003e\n\u003cp\u003e\u003c\/p\u003e\"For many years \n\u003ci\u003eThe Trusted Advisor \u003c\/i\u003ehas been Forrester's handbook for delivering outstanding customer service--whenever we lost our way, this book's wisdom and straight talk would snap us right back on track. This is my favorite book to give to clients--I'm so glad that I can now pass on an updated new edition.\" \n\u003cb\u003e--George Colony, chairman and CEO, Forrester Research \u003c\/b\u003e\n\u003cp\u003e\u003c\/p\u003e\"Maister, Green, and Galford share intuitive frameworks, evidence-based insights, and practical actions to grow from an expert to a trusted advisor. This book stands the test of time and is required reading for anyone who wants stronger professional (and personal) relationships.\" \n\u003cb\u003e--John J. Kalamarides, president, Prudential Group Insurance\u003c\/b\u003e\n\u003cp\u003e\u003c\/p\u003e\" \n\u003ci\u003eThe Trusted Advisor \u003c\/i\u003ewill be invaluable to all professionals, young and old. Anyone who earns his or her living by giving advice should read this book.\" \n\u003cb\u003e-- John Quelch, Leonard M. Miller University Chair Professor, University of Miami\u003c\/b\u003e\u003cbr\u003e\u003cbr\u003e\n\u003cstrong\u003ePublisher Marketing\u003c\/strong\u003e:\u003cbr\u003e\n\u003cb\u003eThe 20th anniversary edition of the \"brilliant and practical\" (Tom Peters, author of \u003ci\u003eThe Professional Service 50\u003c\/i\u003e) business classic--now updated to reflect the digital world--provides essential tools and wisdom for all consultants, negotiators, and advisors.\u003c\/b\u003e\n\u003cp\u003e\u003c\/p\u003eIn 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 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. \n\u003cp\u003e\u003c\/p\u003eIn this 20th anniversary edition, Maister, Green, and Galford enrich our understanding of today's society and illustrate how to be effective communicators in a digital world. 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. \n\u003cp\u003e\u003c\/p\u003eThis immensely accessible book offers \"an invaluable road map to all those who seek to develop truly special relationships with their clients\" (Carl Stern, CEO, Boston Consulting Group). The authors weave together anecdotes, experience, and examples of both their own and others' successes and mistakes to great effect. \n\u003ci\u003eThe Trusted Advisor\u003c\/i\u003e is essential reading for anyone who must advise, negotiate, or manage complex relationships with others.\u003cbr\u003e\u003cbr\u003e\n\n\u003cbr\u003e\n\u003cp\u003e\n\u003cstrong\u003eContributor Bio:\u003c\/strong\u003eMaister, David H\u003cbr\u003e\n\t\t\t\t\t\t\t\tDavid H. Maister is widely acknowledged as the world's leading authority on the management of professional service firms. Beginning four decades ago, David has advised firms in a broad spectrum of professions, covering all strategic and managerial issues, spanning the globe. A native of Great Britain, David holds degrees from the University of Birmingham, the London School of Economics, and the Harvard Business School, where he was a professor for seven years. He is the author of the best-selling books \n\u003ci\u003eManaging the Professional Service Firm \u003c\/i\u003eand \n\u003ci\u003eTrue Professionalism\u003c\/i\u003e. He lives in Boston, Massachusetts.\u003cbr\u003e\u003cbr\u003e\n\u003cstrong\u003eContributor Bio:\u003c\/strong\u003eGalford, Robert\u003cbr\u003e\n\t\t\t\t\t\t\t\tRobert M. Galford is a Managing Partner of the Center for Leading Organizations, where he works with senior executives at the intersection of strategy, organization, and leadership. In addition to \n\u003ci\u003eThe Trusted Advisor\u003c\/i\u003e, Rob has coauthored three books: \n\u003ci\u003eThe Trusted Leader\u003c\/i\u003e; \n\u003ci\u003eYour Leadership Legacy\u003c\/i\u003e; and \n\u003ci\u003eSimple Sabotage\u003c\/i\u003e, and has been a frequent contributor to the \n\u003ci\u003eHarvard Business Review\u003c\/i\u003e, HBR.org, and numerous other business publications. His educational background includes Liceo Segre, Turin, Italy, a BA in Economics and Italian Literature from Haverford College, an MBA from Harvard Business School and a JD from Georgetown University Law Center.\u003cbr\u003e\u003cbr\u003e\n\u003cstrong\u003eContributor Bio:\u003c\/strong\u003eGreen, Charles\u003cbr\u003e\n\t\t\t\t\t\t\t\tCharles H. Green is a speaker and executive educator focused on trust in complex businesses and professional services firms. Charlie is founder and Chairman of Trusted Advisor Associates. In addition to \n\u003ci\u003eThe Trusted Advisor\u003c\/i\u003e, Charlie wrote \n\u003ci\u003eTrust-Based Selling\u003c\/i\u003e, and coauthored \n\u003ci\u003eThe Trusted Advisor Fieldbook\u003c\/i\u003e. He is a graduate of Columbia and of the Harvard Business School. He spent the first twenty years of his career with The MAC Group and its successor, Gemini Consulting. Charlie lives in Boca Raton, Florida.\u003cbr\u003e\u003cbr\u003e\n\u003c\/p\u003e\n\u003cbr\u003e\n\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003c\/table\u003e\u003cp\u003e\u003cb\u003eAuthor:\u003c\/b\u003e Maister, David H\u003cbr\u003e\u003cb\u003ePublisher:\u003c\/b\u003e Free Press\u003cbr\u003e\u003cb\u003eBinding:\u003c\/b\u003e Paperback\u003cbr\u003e\u003cb\u003ePub Date:\u003c\/b\u003e 2021-02-02\u003cbr\u003e\u003cb\u003eBISAC:\u003c\/b\u003e Business \u0026amp; Economics|Leadership|Business \u0026amp; Economics|Consulting|Reference|Questions \u0026amp; Answers|Business \u0026amp; Economics|Management|General\u003cbr\u003e\u003cb\u003eSubjects:\u003c\/b\u003e Business consultants\u003cbr\u003e\u003cb\u003eWeight:\u003c\/b\u003e 0.55 lbs\u003cbr\u003e\u003cb\u003eISBN:\u003c\/b\u003e 9781982157104\u003cbr\u003e\u003cb\u003eASIN:\u003c\/b\u003e -\u003cbr\u003e\u003cb\u003eSKU:\u003c\/b\u003e SP-9781982157104\u003c\/p\u003e","brand":"Free Press","offers":[{"title":"Default Title","offer_id":51154132533526,"sku":"SP-9781982157104","price":31.0,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0857\/9910\/8886\/files\/9781982157104_spiral.png?v=1774934190","url":"https:\/\/lusper.myshopify.com\/products\/the-trusted-advisor-20th-anniversary-edition","provider":"Lusperbooks","version":"1.0","type":"link"}