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 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.
Choose a format:
  • Free Press | 
  • 256 pages | 
  • ISBN 9780743212342 | 
  • October 2001
Add to Cart
List Price $15.95
Usually ships within 1 business day

Read an Excerpt

Chapter 1: A Sneak Preview

Let's start with a question: What benefits would you obtain if your clients trusted you more?

Here's our list. The more your clients trust you, the more they will:


  1. Reach for your advice
  2. Be inclined to accept and act on your recommendations
  3. Bring you in on more advanced, complex, strategic issues
  4. Treat you as you wish to be treated
  5. Respect you
  6. Share more information that helps you to help them, and improves the quality of the service you provide
  7. Pay your bills without question
  8. Refer you to their friends and...
see more

About the Authors

David H. Maister

David H. Maister, one of the world's leading authorities on the management of professional service firms, is the author of several successful books, including Managing the Professional Service Firm, True Professionalism, and Practice What You Preach, and coauthor of The Trusted Advisor.

BECOME A FAN

Charles H. Green

Charles H. Green is an executive educator and business strategy consultant to the professional services industry. Charlie has taught in executive education programs for the Kellogg Graduate School of Management at Northwestern University, and for Columbia University Graduate School of Business, as well as independently through his firm, Trusted Advisor Associates. His current work centers on the nature of trust-based relationships within organizations, and on the management of professional service firms.
Charlie is a graduate of Columbia and of the Harvard Business School. He spent the first twenty years of his career with The MAC Group and its successor, Gemini Consulting, where his roles included strategy consulting (in Europe and the United States), VP Strategic Planning, and a variety of other firm leadership roles. He is the author of numerous papers, with articles published in the Harvard Business Review and Management Horizons. He is president of Trusted Advisor Associates, which he founded with Rob Galford. He resides in Morristown, New Jersey. He may be reached at:
Tel: 973-898-1579
E-mail: cgreen@trustedadvisor.com
Web site: www.trustedadvisor.com

BECOME A FAN

Robert M. Galford

Robert M. Galford is currently a Managing Partner of the Center for Executive Development in Cambridge, Massachusetts, and was formerly the executive vice president and chief people officer of Digitas, Inc., a leading Internet professional services firm with over 1,400 employees. He taught for many years on executive programs at the Columbia Graduate School of Business and the Kellogg Graduate School of Management at Northwestern University, in addition to consulting to professional services firms, technology companies, and financial institutions.
Rob has lived and worked in both Western Europe and North America as a vice president of The MAC Group and its successor firm, Gemini Consulting. He has practiced law with the international firm of Curtis, Mallet-Prevost, Colt & Mosle in New York and Washington, and has also worked in investment management for Citicorp.
Rob's writing and commentaries on management have been published in the Boston Globe and he is a three-time contributor to the Harvard Business Review. He currently sits on the boards of directors of Forrester Research, Inc., and Access Data Corporation. He also hosts the business video Talk About Change! with the popular cartoon character Dilbert.
His educational background includes Liceo Segre, Turin, Italy; a B.A. in economics and Italian literature from Haverford College; an M.B.A. from Harvard; and a J.D. from Georgetown University Law Center, where he was an associate editor of The Tax Lawyer. Rob lives with his family in Concord, Massachusetts. He may be reached at:
E-mail: rgalford@tiac.net

BECOME A FAN

Explore

CONNECT WITH US

Get a FREE eBook
when you join our mailing list!