Trusted Advisor: 20th Anniversary Edition

The 20th anniversary edition of the brilliant and practical (Tom Peters author of The Professional Service 50) business classic--now updated to reflect the digital world--provides essential tools and wisdom 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 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. In this 20th anniversary edition Maister Green and Galford enrich our understanding of today's society and illustrate how to be effective communicators in a digital world. 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. This immensely accessible book offers an invaluable road map to all those who seek to develop truly special relationships with their clients (Carl Stern CEO Boston Consulting Group). The authors weave together anecdotes experience and examples of both their own and others' successes and mistakes to great effect. The Trusted Advisor is essential reading for anyone who must advise negotiate or manage complex relationships with others.