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Description
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.... read more
Memorable Quotes
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“Professional services firms often breed a culture of content expertise and mastery”
First Sentence
LET'S START WITH A QUESTION: What benefits would you obtain if your clients trusted you more?
Table of Contents
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
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