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The Trusted Advisor: 20th Anniversary Edition Audiobook
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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 twentieth 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 for anyone who must advise, negotiate, or manage complex relationships with others.
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About the Authors
Charles H. Green is president of Trusted Advisor Associates, which focuses on trust-based client and customer relationships. A former consultant, he has taught in executive education programs at Columbia and Kellogg business schools. He lives in Morristown, New Jersey.
David H. Maister, a leading authority on the management of professional service firms, is the author of the bestsellers Managing the Professional Service Firm, True Professionalism, and Practice What You Preach. He lives in Boston.
Robert M. Galford is a managing partner at the Center for Executive Development. He has also taught at Columbia Business School and the Kellogg School of Management. He lives in Concord, Massachusetts.
About B. J. Harrison
B. J. Harrison is an award-winning audiobook narrator of over seven hundred titles.