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    The Trusted Advisor (CD-Audio) By (author) David H. Maister, By (author) Charles H. Green, By (author) Robert M Galford, Narrator Kent Cassella

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    DescriptionIn 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. This 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 listening for anyone who must advise, negotiate, or manage complex relationships with others.

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  • Full bibliographic data for The Trusted Advisor

    The Trusted Advisor
    Authors and contributors
    By (author) David H. Maister, By (author) Charles H. Green, By (author) Robert M Galford, Narrator Kent Cassella
    Physical properties
    Format: CD-Audio
    Width: 136 mm
    Height: 192 mm
    Thickness: 14 mm
    Weight: 100 g
    ISBN 13: 9781400162222
    ISBN 10: 140016222X

    BIC E4L: BUS
    B&T Book Type: NF
    Nielsen BookScan Product Class 3: S4.2
    B&T Merchandise Category: AUD
    B&T Modifier: Region of Publication: 01
    B&T Modifier: Academic Level: 05
    B&T Modifier: Subject Development: 10
    LC classification: HD
    B&T General Subject: 180
    Abridged Dewey: 658
    BISAC V2.8: BUS007000, BUS069000, BUS027000
    Ingram Subject Code: JB
    Libri: I-JB
    Warengruppen-Systematik des deutschen Buchhandels: 57860
    B&T Approval Code: A48902400
    BIC subject category V2: KJL
    BISAC V2.8: BUS071000, BUS041000, BUS075000
    DC22: 658.46
    BISAC V2.8: BUS008000
    B&T Approval Code: A47010000
    Thema V1.0: KJMB, KJM, KC, KJP, KJL
    Edition statement
    Tantor Media, Inc
    Imprint name
    Tantor Media, Inc
    Publication date
    06 August 2009
    Publication City/Country
    Old Saybrook, CT
    Author Information
    Robert M. Galford is a managing partner at the Center for Executive Development. Charles H. Green is president of Trusted Advisor Associates, which focuses on trust-based client and customer relationships. David H. Maister, a leading authority on the management of professional service firms, is the author of the bestselling "Managing the Professional Service Firm" and "Practice What You Preach." Kent Cassella is an actor who divides his time between Vermont and New York. Television and film credits include all of the "Law and Order" franchise shows, FX's "Rescue Me," Showtime's "Brotherhood," and the Ben Affleck film "The Town."
    Review quote
    ""This is a brilliant---and practical---book. In our 'world gone mad, ' trust is, paradoxically, more important than ever."" ---Tom Peters, author of The Professional Service Firm 50