The Trusted Advisor
Published on 2. January 2002
Book
Paperback/Softback
256 pages
978-0-7432-0776-8 (ISBN)
Description
Beside talent and a sterling portfolio, what can world-class consultants like Deloitte & Touche, Societe General and Towers Perrin boast has helped them achieve success in our entrepreneurial economy? They all have the inside track on the indispensable ""Trusted Advisor"" model for client relationships, created by renowned experts Charles Green and Robert Galford. Now Green and Galford have teamed up with the acclaimed David Maister in order to help their latest high-profile, fast-forward client: you. In this straightforward guide, Maister, Green and Galford show readers that the key to professional success goes well beyond technical mastery or expertise. Today, it's all about the vital ability to earn the client's trust and thereby win the ability to influence them. In these high risk times, trust is more valuable than gold. With this critical, highly detailed and accessible resource, readers will learn the five crucial steps for developing, managing and improving client confidence. For both emerging and established entrepreneurs and consultants, THE TRUSTED ADVISOR is the first truly indispensable business book of the decade.
More details
Language
English
Place of publication
New York
United States
Target group
Professional and scholarly
Product notice
Paperback (UK-trade)
Dimensions
Height: 232 mm
Width: 151 mm
Thickness: 22 mm
Weight
340 gr
ISBN-13
978-0-7432-0776-8 (9780743207768)
Copyright in bibliographic data and cover images is held by Nielsen Book Services Limited or by the publishers or by their respective licensors: all rights reserved.
Schweitzer Classification
Persons
David Maister is widely recognised as the premier expert on professional service firm management. Maister is British by birth but has made his success in the US where he founded the highly successful Maister Associates Inc. He is also the author of several highly acclaimed business books.
Robert 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 The Trusted Advisor, Rob has coauthored three books: The Trusted Leader; Your Leadership Legacy; and Simple Sabotage, and has been a frequent contributor to the Harvard Business Review, 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.
Charles 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 The Trusted Advisor, Charlie wrote Trust-Based Selling, and coauthored The Trusted Advisor Fieldbook. 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.
Robert 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 The Trusted Advisor, Rob has coauthored three books: The Trusted Leader; Your Leadership Legacy; and Simple Sabotage, and has been a frequent contributor to the Harvard Business Review, 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.
Charles 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 The Trusted Advisor, Charlie wrote Trust-Based Selling, and coauthored The Trusted Advisor Fieldbook. 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.