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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 your 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. The creation of trust is what earns the right to influence clients; trust is also at the root of client satisfaction and loyalty. The workings of trust are even more critical in the new economy than in the old. Maister, Green, and Galford enrich our understanding of trust--yet they have also written a deeply practical book. 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. The book is peppered with pragmatic "top ten" lists aimed at improving advisors' effectiveness that can be put to use instantly. This book will be welcomed by the inexperienced advisor and the most seasoned expert alike. The authors use anecdotes, experiences, and examples--successes and mistakes, their own and others'--to great effect. Though they use the professional services advisor/client paradigm throughout the book, their prescriptions have resonance for other trust-reliant situations--selling, customer relationship management, and internal staff functions like HR and information technology. The result is a tour de force--brilliant, penetrating, unique. It is essential listening for anyone who must advise, negotiate, or manage complex relationships with others.… (mer)
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Visar 5 av 5
Read this for my senior capstone class.

The gist:
1. Put the client’s interests/goals first. This is not an option; it is the only one.
2. Don’t listen to react. Listen to listen.
3. Everyone needs to be on the same page. You and the client should know and agree on what you’re expected to do.
--
The Quick Guide to Being a Trusted Advisor:
1. Listen to everything
2. Empathize (for real)
3. Note what they’re feeling
4. Build that shared agenda
5. Take a point of view
6. Take a personal risk
7. Ask about a related area
8. Ask great questions
9. Give away ideas
10. Return calls unbelievably fast
11. Relax your mind
( )
  DestDest | Dec 5, 2023 |
For anyone who works in Professional Services, when the relationship is the only differentiator, this is a must read. Every year. ( )
  Parthurbook | Nov 6, 2023 |
The definition of trust is not clearly defined, weakening the writing effort. Still worth reading. ( )
  shdawson | May 1, 2017 |
asdfasfasd ( )
  Atalantos | Jul 16, 2015 |
Книгу «Советник, которому доверяют» написали три ведущих мировых эксперта в области консультирования профессиональных компаний. На основании своего многолетнего опыта авторы разработали систему построения и поддержания доверия, позволяющую эффективно строить взаимовыгодные отношения. Приведены многочисленные примеры из жизни и практики авторов, а также ведущих мировых консалтинговых компаний, с которыми они работали.

Книга обязательна для всех, кто работает в сфере оказания профессиональных услуг и, несомненно, пригодится тем, кто часто пользуется услугами консультантов.

Успех консультанта во многом определяется тем, удалось ли ему завоевать доверие клиента. Это зависит не только от навыков, но от отношения к делу и личного поведения. Отсутствие доверия способно убить сотрудничество, сведя на нет всю ценность знаний консультанта.
  fedoriv.com | Feb 13, 2013 |
Visar 5 av 5
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» Lägg till fler författare (3 möjliga)

Författarens namnRollTyp av författareVerk?Status
David H. Maisterprimär författarealla utgåvorberäknat
Galford, Robert M.huvudförfattarealla utgåvorbekräftat
Green, Charles H.huvudförfattarealla utgåvorbekräftat
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Wikipedia på engelska (1)

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 your 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. The creation of trust is what earns the right to influence clients; trust is also at the root of client satisfaction and loyalty. The workings of trust are even more critical in the new economy than in the old. Maister, Green, and Galford enrich our understanding of trust--yet they have also written a deeply practical book. 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. The book is peppered with pragmatic "top ten" lists aimed at improving advisors' effectiveness that can be put to use instantly. This book will be welcomed by the inexperienced advisor and the most seasoned expert alike. The authors use anecdotes, experiences, and examples--successes and mistakes, their own and others'--to great effect. Though they use the professional services advisor/client paradigm throughout the book, their prescriptions have resonance for other trust-reliant situations--selling, customer relationship management, and internal staff functions like HR and information technology. The result is a tour de force--brilliant, penetrating, unique. It is essential listening for anyone who must advise, negotiate, or manage complex relationships with others.

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