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Artikelmerkmale

Artikelzustand
Gut: Buch, das gelesen wurde, sich aber in einem guten Zustand befindet. Der Einband weist nur sehr ...
Release Year
2001
ISBN
9780743212342
Kategorie

Über dieses Produkt

Product Identifiers

Publisher
Free Press
ISBN-10
0743212347
ISBN-13
9780743212342
eBay Product ID (ePID)
2073212

Product Key Features

Book Title
Trusted Advisor
Number of Pages
256 Pages
Language
English
Publication Year
2001
Topic
Customer Relations, Consulting, Management
Illustrator
Yes
Genre
Business & Economics
Author
Charles H. Green, David H. Maister, Robert M. Galford
Format
Trade Paperback

Dimensions

Item Height
0.7 in
Item Weight
8.3 Oz
Item Length
8.4 in
Item Width
5.5 in

Additional Product Features

Intended Audience
Trade
Dewey Edition
21
TitleLeading
The
Reviews
Carl SternCEO, Boston Consulting GroupAn invaluable road map to all those who seek to develop truly special relationships with their clients., Professor Charles FombrunLeonard N. Stern School of Business, New York UniversityThe Trusted Advisorgets to the heart and soul of the advice business. This path-breaking book is a must-read., William F. Stasiorsenior chairman and former CEO, Booz-Allen & HamiltonThis book is engaging, enjoyable, and absolutely on target. It is packed with truth.The Trusted Advisorwill guide success not just in the advisory professions but in leadership and life as well., Tom Petersauthor of The Professional Service 50 This is a brilliant -- and practical -- book. In our "world gone mad," trust is, paradoxically, more important than ever., Professor Charles FombrunLeonard N. Stern School of Business, New York University The Trusted Advisor gets to the heart and soul of the advice business. This path-breaking book is a must-read., Carl Stern CEO, Boston Consulting GroupAn invaluable road map to all those who seek to develop truly special relationships with their clients., Tom Peters author of The Professional Service 50 This is a brilliant -- and practical -- book. In our "world gone mad," trust is, paradoxically, more important than ever., Carl Stern CEO, Boston Consulting Group An invaluable road map to all those who seek to develop truly special relationships with their clients., Professor Charles Fombrun Leonard N. Stern School of Business, New York University The Trusted Advisor gets to the heart and soul of the advice business. This path-breaking book is a must-read., Professor Charles FombrunLeonard N. Stern School of Business, New York University The Trusted Advisorgets to the heart and soul of the advice business. This path-breaking book is a must-read., William F. Stasior senior chairman and former CEO, Booz-Allen & Hamilton This book is engaging, enjoyable, and absolutely on target. It is packed with truth. The Trusted Advisor will guide success not just in the advisory professions but in leadership and life as well., William F. Stasiorsenior chairman and former CEO, Booz-Allen & HamiltonThis book is engaging, enjoyable, and absolutely on target. It is packed with truth. The Trusted Advisor will guide success not just in the advisory professions but in leadership and life as well., Tom Petersauthor ofThe Professional Service 50This is a brilliant -- and practical -- book. In our "world gone mad," trust is, paradoxically, more important than ever.
Dewey Decimal
658.4/6
Table Of Content
Contents Introduction How to Use This Book Part One: Perspectives on Trust A Sneak Preview What would be the benefits if your clients trusted you more? What are the primary characteristics of a trusted advisor? What Is a Trusted Advisor? What do great trusted advisors all seem to do? Earning Trust What are the dynamics of trusting and being trusted? How to Give Advice How do you ensure your advice is listened to? The Rules of Romance: Relationship Building What are the principles of building strong relationships? The Importance of Mindsets What attitudes must you have to be effective? Sincerity or Technique? Do you really have to care for those you advise? Part Two: The Structure of Trust Building The Trust Equation What are the four key components that determine the extent of trust? The Development of Trust What are the five stages of trust-building? Engagement How do you get clients to initiate discussions with you? The Art of Listening How can you improve your listening skills? Framing the Issue How can you help clients look at their issues in a fresh way? Envisioning an Alternate Reality How can you help clients clarify what they're really after? Commitment How do you ensure clients are willing to do what it takes to solve their problems? Part Three: Putting Trust to Work What's So Hard About All This? Why are truly trust-based relationships so scarce? Differing Client Types How do you deal with clients of differing types? The Lieutenant Columbo Approach What can we learn from an unorthodox winner? The Role of Trust in Getting Hired How do you create trust at the outset of a relationship? Building Trust on the Current Assignment How can you conduct your assignment in a way that adds to trust? Re-earning Trust Away from the Current Assignment How can you build trust when you're not working on an assignment? The Case of Cross-Selling Why is cross-selling so hard, and what can be done about it? The Quick-Impact List to Gain Trust What are the key things you should do first? Appendix: A Compilation of Our Lists A comprehensive summary and list of concepts, insights, tips, and tactics. Acknowledgments Notes and References Index About the Authors
Synopsis
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., Bestselling author David Maister teams up with Charles H. Green and Robert M. Galford to bring us the essential tool for all consultants, negotiators, and advisors. 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.

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