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Trusted Advisor

David H Maister, Charles H Green

In order to survive, today's professionals must earn the trust of their clients--and re-earn it throughout their careers. This is a dynamic must-read for successfully negotiating relationships in today's bold new economy.

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Book Information

Publisher: Free Press
Publish Date: 10/09/2001
Pages: 256
ISBN-13: 9780743212342
ISBN-10: 0743212347
Language: English

What We're Saying

October 08, 2010

I know, I know - I promised there would not be a long gap for best selling books around the country - but it has been a pretty busy summer!  So, I will not prolong the wait. . READ FULL DESCRIPTION

June 07, 2010

May sure was a busy month! It started out quiet and and then picked up some speed somewhere in the middle. About 2 weeks before the end of the month, central and Northern Wisconsin had a huge blizzard - it was almost a white-out (I know this because I had to travel that weekend to visit my mom for Mothers' Day). READ FULL DESCRIPTION

September 29, 2015

Robert M Galford, Bob Frisch, and Cary Greene take a look at a declassified intelligence manual for insights on how individuals inside your organization may be destroying it from within. READ FULL DESCRIPTION

Full Description

The essential "must have" tool for professionals who advise or negotiate with others in today's new economy. 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. It also includes a trust self-diagnostic in the appendix. This immensely readable 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 reading for anyone who must advise, negotiate, or manage complex relationships with others.

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