The Trusted Advisor (edit title)

Jacki N edited the table of contents of The Trusted Advisor Wednesday, August 26 2009.

• PART ONE: Perspectives on Trust
  1. A Sneak Preview
  2. What Is A Trusted Advisor?
  3. Earning Trust
  4. How To Give Advice
  5. The Rules of Romance: Relationship Building
  6. The Importance of Mindsets
  7. Sincerity or Technique?

  PART TWO: The Structure of Trust Building
  8. The Trust Equation
  9. The Development of Trust
  10. Engagement
  11. The Art of Listening
  12. Framing The Issue
  13. Envisioning An Alternate Reality
  14. Commitment

  PART THREE: Putting Trust to Work
  15. What's So Hard About All This?
  16. Differing Client Types
  17. The Lieutenant Columbo Approach
  18. The Role of Trust in Getting Hired
  19. Building Trust On The Current Assignment
  20. Re-earning Trust Away form the Current Assignment
  21. The Case of Cross-Selling
  22. The Quick-Impact List to Gain Trust

Shelfari edited the description of The Trusted Advisor Monday, August 3 2009.

• 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 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. To demonstrate the paramount importance of trust, the authors use anecdotes, experiences, and examples -- successes and mistakes, their own and others' -- to great effect. The result is an immensely readable book that will be welcomed by the inexperienced advisor and the most seasoned expert alike.

Shelfari edited the contributors of The Trusted Advisor Tuesday, July 21 2009.

• reordered the contributors.
• Edited a contributor: David Maister: (Primary AuthorNone)
• Edited a contributor: Charles H. Green: (Primary AuthorNone)
• Edited a contributor: Charles H. Green: (Primary AuthorNone)

Peiyu W edited the quotations of The Trusted Advisor Monday, July 20 2009.

• Added a quotation: “Professional services firms often breed a culture of content expertise and mastery”

Shelfari edited the contributors of The Trusted Advisor Monday, July 20 2009.

• Added a contributor: Robert M Galford: (Primary Author)
• Added a contributor: David Maister: (Primary Author)
• Added a contributor: Charles H. Green: (Primary Author)
• Added a contributor: Charles H. Green: (Primary Author)

Shelfari edited the first sentence of The Trusted Advisor Friday, July 17 2009.

• LET'S START WITH A QUESTION: What benefits would you obtain if your clients trusted you more?