The Trusted Advisor: 20th Anniversary Edition
Simon and Schuster, Oct 9, 2001 - Business & Economics - 256 pages
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.
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ability action advice answer approach begin believe benefits better building Chapter Charlie clear client comes commitment common consider consulting conversation course create credibility David deal deliver develop discussion don’t earn effective emotional engage envisioning example expectations experience expertise fact fear feel firm focus framing getting give hand happen hard idea important individual interest intimacy involved issue it’s keep less listening look mean meeting mind offer opportunities organization person probably problem professional questions quickly rational reason relate relationship reliability requires responsibility risk selling sense serving shared situation skills solve someone stages steps success suggest sure talk tell things thought tion topic trusted advisor truth trying Type understand usually what’s wrong
F1rst Among Equals: How to Manage a Group of Professionals
Patrick J. McKenna,David H. Maister
No preview available - 2002
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Practice What You Preach: What Managers Must Do to Create a High Achievement ...
David H. Maister
No preview available - 2003