The Trusted Advisor: A Guide to Professional Relationships Based on the Principles of David H. Maister, Charles H. Green, and Robert M. Galford

Dad of 3: Really enjoyed this one. Practical advice on how to find a way to help break down the walls that people put up. Lots of good things I'm looking forward to try.

Canada on Oct 20, 2023

Ramit Mathur: Best quality

India on Aug 25, 2023

Geniusrev246: Sehr gutes Buch, wenn auch etwas allgemein gehalten.

Germany on May 23, 2023

Daniel Andrei Rodrigues da Silva: Um livro coeso, um pouco respetivo com as listas, mas de fácil compreensão.

Excelente para pessoas que estão ascendendo a uma posição de liderança ou de negociação e não estão acostumadas a lidar as sutilizas de cada indivíduo, me atrevo a dizer, aquelas pessoas que não são bons políticos ou "diplomatas". Isso é muito comum para aqueles(as) que trabalham em áreas muito "fechadas", isoladas ou técnicas, quando de repente podem se deparar com um cargo que demande a necessidade de construir relações de médio, longo prazo.

Para aqueles que já estão acostumados e trabalhando diretamente com pessoas e cargos de chefia torna-se interessante para uma reciclagem e nova perspectiva. O método e estrutura apresentado para o livro com certeza apresentam soluções que ajudam no desenvolvimento de relações com as pessoas em geral, não somente para negócios, sendo assim recomendo a presente leitura. Não atribuo cinco estrelas, pois pessoal não me apresentou nada muito novo.

Brazil on Jul 05, 2022

Cindy: Does a really nice job of discussing the characteristics of a trusted advisor and also gives you the tools (see the back for the list of questions) to practice it in your job. Definitively a read for financial advisors.

United States on Dec 02, 2018

Ricardo Mio: 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....

United States on Sep 16, 2015

M. TODAI: The Trusted Advisor Well written, good examples shared and worth the time to read it. Like many I do not have time. I tend to be slow at reader at a times. Even if I buy the book, if it is not relevant or did not make sense, I may skip pages or chapters or not even bother to read the book. In early part of the chapter the authors make it clear how to get the most out of it and skim the material. I like what I read from the back of the book and decided to invest my time to read the entire book. It does not matter if someone is watching or not. The following sentence is not from the book. Our thoughts become actions. Actions becomes habits and could define our character. It is better to align with how we feel inside and make it part of what we do that others can feel it.

I like the part about high achievers and experts tend to focus a lot more on technical aspects. Buyers tend to be looking at things at emotional level and there is a way to understand that and bridge that. At least be sensitive about it. I had opportunity to think and reflect more on this book and based on other materials I am reading and listening, I am much more calm in what I do for the clients. I am able...

United States on Jul 11, 2013

Caufrier Frederic: If you would map out the four types of possible business relationships following 2 parameters (breath of business issues and depth of personal relationships) you would notice that trust-based relationships goes the deepest (followed by relationship-based, needs-based and service offering-based relationships, in descending order).

This work covers trust-based relationships in a very systematic way, works out a trust process-model and illustrates on how making it work. The trust process-model with 5 stages (engage, listen, frame, envision and commit) is nicely explained and illustrated. Most of it will sound very familiar; still this work gives it a nice context and the overall structure of this book makes it a very pleasant read.

Part 1 - Perspectives on trust
Part 2 - The structure of trust building
Part 3 - Putting trust to work

If you would just scan through the contents of this book, it would give you a good idea of the added value. A very interesting read!

Contents
Introduction
How to use this book

Part 1 - Perspectives on trust
1) A sneak preview: What would be the benefits if your clients trusted you more? What are the...

United Kingdom on Aug 23, 2011

Dave Kinnear: 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...

United States on May 29, 2009