Close cookie details

This site uses cookies. Learn more about cookies.

OverDrive would like to use cookies to store information on your computer to improve your user experience at our Website. One of the cookies we use is critical for certain aspects of the site to operate and has already been set. You may delete and block all cookies from this site, but this could affect certain features or services of the site. To find out more about the cookies we use and how to delete them, click here to see our Privacy Policy.

If you do not wish to continue, please click here to exit this site.

Hide notification

  Main Nav

The Trusted Advisor

Cover of The Trusted Advisor

The Trusted Advisor

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 reading for anyone who must advise, negotiate, or manage complex relationships with others.

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 reading for anyone who must advise, negotiate, or manage complex relationships with others.

Available formats-
  • OverDrive Listen
  • OverDrive MP3 Audiobook
Subjects-
Languages:-
Copies-
  • Available:
    0
  • Library copies:
    1
Levels-
  • ATOS:
  • Lexile:
  • Interest Level:
  • Text Difficulty:

Recommended for you


Reviews-
  • AudioFile Magazine THE TRUSTED ADVISOR teaches listeners how to gain and keep the trust of clients, students, and friends. Kent Cassella confidently delivers the authors' sound suggestions on building relationships and the importance of being sincere in doing so. In short segments, the authors describe personality traits that work toward cultivating relationships and provide vignettes that illustrate their principles. Thoughout the audiobook, Cassella reads the advice, examples, and lists in a tone of energetic encouragement--as if he were the listener's own professional mentor. M.B.K. (c) AudioFile 2010, Portland, Maine
Title Information+
  • Publisher
    Tantor Media
  • OverDrive Listen
    Release date:
  • OverDrive MP3 Audiobook
    Release date:
Digital Rights Information+
  • OverDrive MP3 Audiobook
    Burn to CD: 
    Permitted
    Transfer to device: 
    Permitted
    Transfer to Apple® device: 
    Permitted
    Public performance: 
    Not permitted
    File-sharing: 
    Not permitted
    Peer-to-peer usage: 
    Not permitted
    All copies of this title, including those transferred to portable devices and other media, must be deleted/destroyed at the end of the lending period.

Status bar:

You've reached your checkout limit.

Visit your Checkouts page to manage your titles.

You already have this title checked out.

Want to go to your Checkouts?

Recommendation Limit Reached.

You've reached the maximum number of titles you can recommend at this time. You can recommend up to 3 titles every 7 day(s).

Sign in to recommend this title.

Recommend your library consider adding this title to the Digital Collection.

Enhanced Details

Limited availability

Availability can change throughout the month based on the library's budget.

is available for days.

Once playback starts, you have hours to view the title.

Permissions

The OverDrive Read format of this eBook has professional narration that plays while you read in your browser. Learn more here.

Holds

Total holds:


Restricted

Some format options have been disabled. You may see additional download options outside of this network.

You've reached your library's checkout limit for digital titles.

To make room for more checkouts, you may be able to return titles from your Checkouts page.

Excessive Checkout Limit Reached.

There have been too many titles checked out and returned by your account within a short period of time.

Try again in several days. If you are still not able to check out titles after 7 days, please contact Support.

You have already checked out this title. To access it, return to your Checkouts page.

This title is not available for your card type. If you think this is an error contact support.

An unexpected error has occurred.

If this problem persists, please contact support.

NOTE: Barnes and Noble® may change this list of devices at any time.

Buy it now
and help our library WIN!
The Trusted Advisor
The Trusted Advisor
David H. Maister
Choose a retail partner below to buy this title for yourself.
A portion of this purchase goes to support your library.

There are no copies of this issue left to borrow. Please try to borrow this title again when a new issue is released.

Barnes & Noble Sign In |   Sign In

You will be prompted to sign into your library account on the next page.

If this is your first time selecting “Send to NOOK,” you will then be taken to a Barnes & Noble page to sign into (or create) your NOOK account. You should only have to sign into your NOOK account once to link it to your library account. After this one-time step, periodicals will be automatically sent to your NOOK account when you select "Send to NOOK."

The first time you select “Send to NOOK,” you will be taken to a Barnes & Noble page to sign into (or create) your NOOK account. You should only have to sign into your NOOK account once to link it to your library account. After this one-time step, periodicals will be automatically sent to your NOOK account when you select "Send to NOOK."

You can read periodicals on any NOOK tablet or in the free NOOK reading app for iOS, Android or Windows 8.

Accept to ContinueCancel