mostraligabue
» » The Trusted Advisor

ePub The Trusted Advisor download

by Kent Cassella,Robert M. Galford

ePub The Trusted Advisor download
Author:
Kent Cassella,Robert M. Galford
ISBN13:
978-1400142224
ISBN:
1400142229
Language:
Publisher:
Tantor Audio; Library - Unabridged CD edition (August 6, 2009)
Category:
Subcategory:
Business Culture
ePub file:
1579 kb
Fb2 file:
1640 kb
Other formats:
docx lit mobi lrf
Rating:
4.2
Votes:
255

The Trusted Advisor Audiobook. David Maister (Author), Charles Green (Author), Robert Galford (Author), Kent Cassella (Narrator), Tantor Audio (Publisher) & 2 more.

The Trusted Advisor Audiobook.

The Trusted Advisor Fieldbook: A Comprehensive Toolkit for Leading with Trust by Charles H. Green Paperback .

Robert M. Galford is currently a Managing Partner of the Center for Executive Development in Cambridge, Massachusetts, and was formerly the executive vice president and chief people officer of Digitas, In. a leading Internet professional services firm with over 1,400 employees. He taught for many years on executive programs at the Columbia Graduate School of Business and the Kellogg Graduate School of Management at Northwestern University, in addition to consulting to professional services firms, technology companies, and financial institutions.

by David H. Maister (Author), Charles H. Green (Author), Robert M. Galford (Author), Kent Cassella (Narrator) & 1 more. Sure, be the trusted advisor, someone who never gets anything wrong. LOL The philosophy is good, but quite hard in practice. The other key take away is that you always work for your client's best interest. Galford is a managing partner at the Center for Executive Development. Kent Cassella is an actor who divides his time between Vermont and New York. Charles H. Green is president of Trusted Advisor Associates, which focuses on trust-based client and customer relationships. David H. Maister, a leading authority on the management of professional service firms, is the author of the bestselling Managing the Professional Service Firm and Practice What You Preach. Kent Cassella is an actor who divides his time between Vermont and New York

But technical mastery of your discipline is not enough, assert world-renowned professional advisors David H. Maister, Charles H. Green, and Robert M. Galford.

But technical mastery of your discipline is not enough, assert world-renowned professional advisors David H. 3. The Silent Season of a Hero. 4. For the Love of Physics.

Maister, Green, and Galford enrich our understanding of trust-yet they have also written a. .

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. 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. Galford is the coauthor of four business books: The Trusted Advisor (with David Maister and Charles Green), The Trusted Leader (with Anne Seibold Drapeau), Your Leadership Legacy (with Regina Fazio Maruca), and, most recently, Simple Sabota. Galford is the coauthor of four business books: The Trusted Advisor (with David Maister and Charles Green), The Trusted Leader (with Anne Seibold Drapeau), Your Leadership Legacy (with Regina Fazio Maruca), and, most recently, Simple Sabotage (with Bob Frisch and Cary Greene). Galford was born in 1952 and was raised in Livingston, New Jersey

Discover Book Depository's huge selection of Robert Galford books online.

Discover Book Depository's huge selection of Robert Galford books online. Free delivery worldwide on over 20 million titles.

Unabridged Audiobook. Narrated By: Kent Cassella. Publisher: Tantor Media. 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. Each step-engage, listen, frame, envision, and commit-is richly described in distinct chapters.

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.
  • This is a very good book--thoughtful, provocative, instructive. Having said that, there is nothing new here, nothing that hasn't already been said before, in "How to Win Friends and Influence People," by Dale Carnegie. Carnegie's book is the "Bible" on how to build trust, sell the right way, manage effectively, resolve customer and employee disputes, and succeed in a highly-competitive and often hostile world. In the '80s, while working for a large mid-western company and assigned the task of changing the culture of our large retail organization, I must have read a hundred books on selling, negotiating, problem solving, how to get along with the boss, management, dispute resolution, etc., etc., and the basics were all the same, and available in Carnegie's marvelous book. Having said that, I recommend this book. It's pointed, it's filled with example after example on how to build trust--the cement of long-term client relationships--and it gets at the heart of the matter: to be successful, you must learn how to listen effectively, be transparent in your motives, be flexible and open to change, be dedicated and driven, and most of all, be humble. Humility is the key to self-control. Final note: I know people who read book after book looking for some secret message that will enable them to leap over mountains and achieve great success, career satisfaction, and personal achievement. They read books such as this one, miss the timeless lessons being illustrated, and move on to another book. Stop: what you're seeking is right here. This book has all the Dale Carnegie essentials: read it, study it, ponder it, and remember, it's not the destination that counts, it's the journey.

  • As previous reviewers have noted, Dale Carnegie’s “How to Win Friends and Influence People” is more comprehensive, more actionable, shorter, and more readable. Nonetheless “Trusted Advisor” has a few good nuggets for those working to build and strengthen professional services relationships.

    The core of the book is the trust equation:
    Trustworthiness = (credibility + reliability + intimacy) / (self-orientation)
    1. Credibility: Listen empathetically for rational and emotional issues to help clients frame the problem then partner with them to craft a detailed solution with carefully managed expectations.
    2. Reliability: Deliver consistently and excellently on projects, mindful of small touches along the way.
    3. Intimacy: Communicate as you would with a close family member or friend, sharing and working through professional, and where appropriate, personal issues.
    4. Other-orientation: Always work (transparently) in your client’s best interest

  • Sure, be the trusted advisor, someone who never gets anything wrong. LOL The philosophy is good, but quite hard in practice. The other key take away is that you always work for your client's best interest. That's how you build trust. I'd say more important than that is you SHOW how your actions benefit them even at your own expense.Otherwise, they won't even realize how good they have it

  • If you were like me trained in sales in the 90s, you will come away unlearning everything you were taught, and wished this book came along years ago. This book just lays out how to build relationships for a business, not just one time sales. If you've ever received a pitch over the phone or in person, you can already see they didn't study you, your business, it's industry, or did any research before making the pitch. People appreciate someone coming to them knowing what is on the mind of the buyer NOT the seller. What's valuable to the buyer NOT the seller. Trust and credibity has to be build and maintained.

    One last thing, when asking a client for referrals, ask in a way that speaks to their self-interests first, not that of the seller. So many times, I read these books with so called tricks to get the client to set up an intro or give up a name. It's all about doing your homework throughly before you ask for anything from the prospect or the client.

    Cold calling is not dead. The type of calling where you don't even sound like a real person, that's dead.

  • This book is right on target. Anyone who desires to develop lasting relationships with clients will want to read this book. From the outset the authors hook the reader by establishing the three basic skills that a trusted advisor must have: (1) earning trust; (2) giving advice effectively; and (3) building relationships. And it gets better as the book progresses. The concept of building trust is brought home in a succinct equation: T = (C + R + I)/S where T is trust, C is credibility, R is reliability, I is intimacy and S is self-orientation.

    I have found this simple equation to be most useful in gauging the strength of relationships built over the years. It also explains how frustratingly easy it is to lose the trust we've built up. Those who have difficulty maintaining long term solid relationships with friends or clients would do well to check their self-orientation. It is highly likely, if you're honest with yourself, that you are pretty much motivated by your own self-interest and that will come through to clients and friends - regardless of the words you speak or protestations to the contrary.

    I wish I had come across this book (and the follow-on book by Charles Green, Trust-based Selling) years ago. It would have explained much about the success I had with clients as well as the failures that I suffered. This book will move the successful mentor/coach from the level of conscious incompetent to conscious competent and on to the ultimate goal of unconscious competent.