THE TRUSTED ADVISOR BOOK
The book is a blend of thought and practice, clear ideas and practical suggestions. The book addresses the components of trust (via the trust. Start by marking “The Trusted Advisor” as Want to Read: Bestselling author David Maister teams up with Charles H. Green and Robert M. Galford to bring us the essential tool for all consultants, negotiators, and advisors. Quotes from The Trusted Advisor. The Trusted Advisor [David H. Maister, Charles H. Green, Robert M. Galford] on The Trusted Advisor and millions of other books are available for instant.
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Buy The Trusted Advisor New Ed by David H. Maister, Robert Galford, Charles Green (ISBN: ) from Amazon's Book Store. Everyday low prices. For both emerging and established entrepreneurs and consultants, THE TRUSTED ADVISOR is the first truly indispensable business book of. The result is an immensely readable book that will be welcomed by the inexperienced advisor and the most seasoned expert alike.
Characteristics of Successful Trusted Advisors The way to be as rich as Bill Gates is to care more about writing code than about being rich. And the way to be a great advisor is to care about your client. A common trait of all these trusted advisor relationships is that the advisor places a higher value on maintaining and preserving the relationship itself than on the outcomes of the current transaction, financial or otherwise.
Attributes of a Trusted Advisor: Have a predilection to focus on the client, rather than themselves. They have: Enough self confidence to listen without pre-judging Enough curiosity to inquire without supposing an answer Willingness to see the client as co-equal in a joint journey Enough ego strength to subordinate their own ego Focus on the client as an individual, not as a person fulfilling a role Believe that a continued focus on problem definition and resolution is more important than technical or content mastery Show a strong "competitive" drive aimed not at competitors, but at constantly finding new ways to be of greater service Consistently focus on doing the next right thing, rather than aiming for specific outcomes Are motivated more by an internalized drive to do the right thing than by their own organization's rewards or dynamics View methodologies, models, techniques, and business processes as mean to an end.
They are useful if they work, and are to be discarded if they don't; the test is effectiveness for this client. Believe that success in client relationships is tied to the accumulation of quality experiences.
The Trusted Advisor by David H. Maister
Believe that both selling and serving are aspects of professionalism. Both are about proving to clients that you are dedicated to helping them with their issues Believe that there is a distinction between a business life and a private life, but that both lives are very personal.
They recognize that refined skills in dealing with other people are critical in business and in personal life; the two worlds are often more alike than they are different.
Characteristics of Trust It grows, rather than just appears It is both rational and emotional It presumes a two-way relationship It is intrinsically about perceived risk It is different for the client than for the advisor It is personal For the Client It is not enough to be right, you must also be helpful.
And when he wrote about the finer points of advice-giving, it became required reading for my staff. Today -- years after its first publication -- this remains a "go to" book for anyone in the advice-giving business. Remember when management consulting firms were actually hiring people?
In those distant days, the New York Times reported a trend of recruiting new consultants not from leading business schools - but fro I've been a devotee of "guru to the gurus" David Maister for more than a decade.
In those distant days, the New York Times reported a trend of recruiting new consultants not from leading business schools - but from the worlds of law, medicine and other professional degree esp. PhD programs.
It was not uncommon for those new hires to be relatively unschooled in management consulting's traditional core disciplines of marketing, finance, operations and strategy - leaving "education gaps" that the new employers sought to remedy through on-the-job-training. For some, this immersion into the world of business took the form of an intensive, multi-week "mini-MBA" program in conjunction with a local business school.
The results? To the surprise of many, longitudinal studies showed these "nontraditional" consulting recruits to be performing as well as if not better than many of their MBA counterparts. Among other things, this provocative research raised questions about which core skills are at the heart of successful management consulting today. Former Harvard Business School Professor David Maister built a reputation as "the guru to the gurus" - and he conducted now retired a global practice in the management of professional service firms.
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Maister's previous books -- True Professionalism and Managing The Professional Service Firm among them - are generally regarded as classics by those in the service firm business. And The Trusted Advisor co-authored with Charles Green and Robert Galford enjoyed a similar reception when it was released some years ago. The authors who jointly possess more than a little knowledge about the current state of service firm management around the world make this assertion: " We would venture to say that truly great professional service firms haven't just made the adjustment to that approach; they are built upon it.
On the contrary, they see these core competencies as the absolutely critical foundation upon which a professional career is built - whether this knowledge is acquired before or after one takes a consulting position. But however necessary the "technical" skills are, Maister and his colleagues argue that these "hard" skills alone are not sufficient to ensure a consultant's success.
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But if these "lost" skills truly are critical to professional success, how is it that graduate schools and professional business, law, accounting firms are often failing to cultivate these capabilities?
For one thing, these client-relations capabilities are relatively difficult to teach and test in a traditional academic setting - even in those institutions with an enlightened business curriculum.
And in many professional service firm settings the culture often celebrates rainmakers who generate business from new clients - rather rewarding those who ably serve existing clients and earn additional projects from them. But "The Trusted Advisor" is less concerned with assigning blame than it is in remedying the situation.
The authors offer a prescription to develop and nurture the "soft" skills of earning client trust and learning how to give good advice. Theirs is a formula that is both theoretically sound and eminently practical. The book begins by "raising the reader's temperature" - that is, generating pathos by listing the many benefits that accrue to an advisor when a client trusts them.
Any serious consultant cannot look at this list without saying, "Yes, I really want these benefits; what must I do to achieve them?On the contrary, they see these core competencies as the absolutely critical foundation upon which a professional career is built - whether this knowledge is acquired before or after one takes a consulting position.
He may be reached at: Tel: E-mail: cgreen trustedadvisor.
Since clients are often anxious and uncertain, they are, above all, looking for someone who will provide reassurance, calm their fears, and inspire confidence. It was not uncommon for those new hires to be relatively unschooled in management consulting's traditional core disciplines of marketing, finance, operations and strategy - leaving "education gaps" that the new employers sought to remedy through on-the-job-training.
And the root reason for that is self-centered fear; fear of losing what we have or not getting what we want Robert M. What does that mean for what I should say and how I should behave?
Any implied critique is softened as much as possible. The most effective way to influence a client is to help the person feel that the solution was to a large extent his or her idea, or at the very least, their decision Give them their options Give them an education about the options Give them a recommendation Key Principles in Relationship Building Go first Show that you're willing to take a risk in making the relationship closer Show, don't tell To make anyone believe something about you, you must demonstrate, not assert.