The Trusted Advisor PDF Download

Author: Charles H. Green
Publisher: Simon and Schuster
ISBN: 0743205448
Category : Business & Economics
Languages : en
Pages : 236

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Book Description
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. 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 one's 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. To demonstrate the paramount importance of trust, the authors use anecdotes, experiences, and examples -- successes and mistakes, their own and others' -- to great effect. The result is an immensely readable book that will be welcomed by the inexperienced advisor and the most seasoned expert alike.

Author: David H. Maister
Publisher: Simon and Schuster
ISBN: 147110964X
Category : Business & Economics
Languages : en
Pages : 234

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Book 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.

Author: Charles H. Green
Publisher: John Wiley & Sons
ISBN: 1118085647
Category : Business & Economics
Languages : en
Pages : 295

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Book Description
A practical guide to being a trusted advisor for leaders in any industry In this hands-on successor to the popular book The Trusted Advisor, you'll find answers to pervasive questions about trust and leadership—such as how to develop business with trust, nurture trust-based relationships, build and run a trustworthy organization, and develop your trust skill set. This pragmatic workbook delivers everyday tools, exercises, resources, and actionable to-do lists for the wide range of situations a trusted advisor inevitably encounters. The authors speak in concrete terms about how to dramatically improve your results in sales, relationship management, and organizational performance. Your success as a leader will always be based on the degree to which you are trusted by your stakeholders. Each chapter offers specific ways to train your thinking and your habits in order to earn the trust that is necessary to be influential, successful, and known as someone who makes a difference. Self-administered worksheets and coaching questions provide immediate insights into your current business challenges Real-life examples demonstrate proven ways to "walk the talk" Action plans bridge the gap between insights and outcomes Put the knowledge and practices in this fieldbook to work, and you'll be someone who earns trust quickly, consistently, and sustainably—in business and in life.

Author: David H. Maister
Publisher: Simon and Schuster
ISBN: 1471108511
Category : Business & Economics
Languages : en
Pages : 290

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Book Description
Are some technically competent professionals who work hard and long hours 'true professionals' or are they just cruisers? In this deeply illuminating call to arms, David Maister, the world's premier consultant to professional service firms, vigorously challenges individuals to examine closely the meaning of their work and reach beyond their grasp. The pursuit of the highest standards, Maister argues, is the primary road to commercial success. He presents a visionary reconception of professionalism that encompasses a lifelong dedication to self-improvement, a personal commitment to excellence, and a true spirit of service to clients. Looking first at the individual professional, Maister dares those good corporate citizens who 'do their duty' to discover what they truly love to do. Turning to the institution, Maister focuses on what he calls the 'instability' of professional service firms today, and offers advice on how to invest in skill building. David Maister's message is a recipe for success and for professional satisfaction making TRUE PROFESSIONALISM a worthy successor to his previous writings.

Author: Andrew Sobel
Publisher: John Wiley & Sons
ISBN: 0471406163
Category : Business & Economics
Languages : en
Pages : 258

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Book Description
Professionals who work with clients or large accounts can create lifetime relationships based on these well-researched secrets. Based drawing from extensive interviews with client executives, Making Rain offers a series of provocative insights on how to shed the expert-for-hire label and develop long-term advisory relationships. Exploding the popular myth of the "Rainmaker," a dated and dysfunctional figure that clients no longer welcome, Andrew Sobel argues that any professional can learn to "make rain" on an ongoing basis with existing clients by developing a special set of skills, attitudes, and strategies. These innovative tips and techniques from a recognized leader in the field of professional services will enable any consultant, salesperson, or service professional to create enduring client loyalty.

Author: David H. Maister
Publisher: Simon and Schuster
ISBN: 1471109658
Category : Business & Economics
Languages : en
Pages : 479

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Book Description
Professional service firms differ from other business enterprises in two distinct ways: first they provide highly customised services thus cannot apply many of the management principles developed for product-based industries. Second, professional services are highly personalised, involving the skills of individuals. Such firms must therefore compete not only for clients but also for talented professionals. Drawing on more than ten years of research and consulting to these unique and creative companies, David Maister explores issues ranging from marketing and business development to multinational strategies, human resources policies to profit improvement, strategic planning to effective leadership. While these issues can be complex, Maister simplifies them by recognising that 'every professional service firm in the world, regardless of size, specific profession, or country of operation, has the same mission statement: outstanding service to clients, satisfying careers for its people and financial success for its owners.'

Author: Nancy MacKay
Publisher: Business Expert Press
ISBN: 1637421389
Category : Business & Economics
Languages : en
Pages : 162

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Book Description
The best and the brightest use advisors and experts. In fact, one could say that they are the best and the brightest because they utilized trusted advisors throughout their careers. Whether in business, sports, entertainment, academia, or politics–expert help is a fundamental enabler of success. That means that the demand for expert advice will grow and the competition will increase for such help. This isn’t a matter of “certificates” and “universities,” it’s a matter of specific skill and behavioral sets that create a trusting bond and reliance. Trusted advisors are beyond coaches—they are comprehensive resources and supporters. The Modern Trusted Advisor employs important mastery traits, such as subordinating ego, applying shared experiences, and managing emotional, mental, and intellectual health. We are entering a world of “no normal” today and leaders must inspire others daily. This is the book that prepares you to inspire those leaders.

Author: Robert M. Galford
Publisher: Simon and Schuster
ISBN: 1439108293
Category : Business & Economics
Languages : en
Pages : 417

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Book Description
As today's headlines remind us, trust is the hot-button issue in business today, especially for investors, managers, workers, and consumers. More than ever before, the success of an organization depends on leadership that fosters strong connections across teams and among bosses, colleagues, and subordinates. Companies are in urgent need of trusted leaders, but how can managers meet that need? "Be trustworthy" is the short, logical answer, of course. But being trustworthy and building trust in an organization are not one and the same thing. The former is an inherent part of a person; the latter requires developed talent and considerable skill. Based on highly specific research and experience that covers a wide spectrum of managers and organizations, The Trusted Leader identifies the three critical types of trust that leaders need to master: strategic trust, organizational trust, and personal trust. It introduces a practical and effective formula for building organizational confidence, and provides a unique analysis of the obstacles to trust and the sources of resistance to the building of trust inside organizations. Through a series of interactive exercises, executives will learn how to determine where trust is missing and how it can be supplemented in people, departments, and even whole companies. Perhaps most timely are the book's series of diagnostic tools and skills that help executives rebuild trust that has been broken or betrayed. As business insiders and authors Robert Galford and Anne Seibold Drapeau show, trust inside a company provides focus, fuels passion, fosters innovation, and helps employers to hire and retain the best employees. Trust inside, the authors argue, also builds trust outside by gaining credibility with today's skeptical consumer. Trust is all too frequently overlooked in other leadership books, and is even more important today as companies face uncertain customer demands and the pressures to compete successfully in a whiplash market. Crises, restructurings, mergers, downturns, and executive departures are often trust-destroyers. The Trusted Leader examines those defining moments, and helps leaders turn such situations into trust-building experiences, creating a culture and legacy of trust throughout the organization at large. Rich in true stories, examples, and practical advice, The Trusted Leader guides leaders on how to climb the ladder of trust and how to secure their legacy as trusted leaders. For managers of all levels, The Trusted Leader is the only comprehensive guide for building trust inside an organization -- the key to every company's long-term survival and success.

Author: Susan Rice
Publisher: Simon & Schuster
ISBN: 1501189980
Category : Biography & Autobiography
Languages : en
Pages : 560

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Book Description
Recalling pivotal moments from her dynamic career on the front lines of American diplomacy and foreign policy, Susan E. Rice—National Security Advisor to President Barack Obama and US Ambassador to the United Nations—reveals her surprising story with unflinching candor in this New York Times bestseller. Mother, wife, scholar, diplomat, and fierce champion of American interests and values, Susan Rice powerfully connects the personal and the professional. Taught early, with tough love, how to compete and excel as an African American woman in settings where people of color are few, Susan now shares the wisdom she learned along the way. Laying bare the family struggles that shaped her early life in Washington, DC, she also examines the ancestral legacies that influenced her. Rice’s elders—immigrants on one side and descendants of slaves on the other—had high expectations that each generation would rise. And rise they did, but not without paying it forward—in uniform and in the pulpit, as educators, community leaders, and public servants. Susan too rose rapidly. She served throughout the Clinton administration, becoming one of the nation’s youngest assistant secretaries of state and, later, one of President Obama’s most trusted advisors. Rice provides an insider’s account of some of the most complex issues confronting the United States over three decades, ranging from “Black Hawk Down” in Somalia to the genocide in Rwanda and the East Africa embassy bombings in the late 1990s, and from conflicts in Libya and Syria to the Ebola epidemic, a secret channel to Iran, and the opening to Cuba during the Obama years. With unmatched insight and characteristic bluntness, she reveals previously untold stories behind recent national security challenges, including confrontations with Russia and China, the war against ISIS, the struggle to contain the fallout from Edward Snowden’s NSA leaks, the U.S. response to Russian interference in the 2016 election, and the surreal transition to the Trump administration. Although you might think you know Susan Rice—whose name became synonymous with Benghazi following her Sunday news show appearances after the deadly 2012 terrorist attacks in Libya—now, through these pages, you truly will know her for the first time. Often mischaracterized by both political opponents and champions, Rice emerges as neither a villain nor a victim, but a strong, resilient, compassionate leader. Intimate, sometimes humorous, but always candid, Tough Love makes an urgent appeal to the American public to bridge our dangerous domestic divides in order to preserve our democracy and sustain our global leadership.

Author: Charles H. Green
Publisher: McGraw Hill Professional
ISBN: 0071502165
Category : Business & Economics
Languages : en
Pages : 287

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Book Description
Sales based on trust are uniquely powerful. Learn from Charles Green, co-author of the bestseller The Trusted Advisor how to deserve and, therefore, earn a buyer’s trust. Buyers prefer to buy from people they trust. However, salespeople are often mistrusted. Trust-Based Selling shows how trust between buyer and seller is created and explains how both sides benefit from it. Heavy with practical examples and suggestions, the book reveals why trust goes hand-in-hand with profit; how trust differentiates you from other sellers; and how to create trust in negotiations, closings, and when answering the six toughest sales questions. Trust-Based Selling is a must for anyone in sales, is especially invaluable for sellers of complex, intangible services.