Business The Trusted Advisor (0743212347)

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Author: David H Maister
Publisher: Simon and Schuster
Publish Date: 2000
ISBN: 0743212347
Pages: 262

David Maister, Charles Green, and Robert Galford--consultants on professional-service management and customer-relation issues--believe nobody can become successful as a business guru until they first gain the confidence of their clients. In The Trusted Advisor, the authors effectively build their case through anecdote and illustration, then relay a solid series of relevant suggestions applicable to both would-be consultants and those already active in the field. Among their most potent suggestions is a practical, five-step development process that encourages outsiders to engage clients by focusing attention on the issues and individuals at hand; listening both to what they say and what they leave unsaid; framing the immediate problem from their perspective; envisioning with them how a solution might appear; and committing jointly to the actions and resources that will bring it about. Also particularly useful is the examination of trust-building during four phases of a client-advisor alliance: at the time the relationship is consummated; during the assignment; after the assignment; and when "cross-selling," or establishing affiliations with the customer's associates. Boosting its utility, the book is filled with concise, easily adopted tips like "return phone calls unbelievably fast" and "always tell the truth and not what the client wants to hear."

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	Technical The Relationship Advantage : Become a Trusted Advisor and Create Clients for Lif Author: Sam Barcus, Tom StevensonPublisher: Dearborn Trade PublishingPublish Date: 01 October, 2003ISBN: 0793170265
	Business The Relationship Advantage: Become a Trusted Advisor and Create Clients for Life The Relationship Advantage: Become a Trusted Advisor and Create Clients for LifeKaplan Business \| ISBN: 0793170265 \| 272 pages \| October 1, 2003 \| CHMCorporations, it seems, are always seeking the "silver bullet" that will create intimacy w ...
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	Technical Investment Advisor, Free Investment Advisor Magazine Subscription
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	Technical The Relationship Advantage : Become a Trusted Advisor and Create Clients for Lif Author: Sam Barcus, Tom StevensonPublisher: Dearborn Trade PublishingPublish Date: 01 October, 2003ISBN: 0793170265
	Business The Relationship Advantage: Become a Trusted Advisor and Create Clients for Life The Relationship Advantage: Become a Trusted Advisor and Create Clients for LifeKaplan Business \| ISBN: 0793170265 \| 272 pages \| October 1, 2003 \| CHMCorporations, it seems, are always seeking the "silver bullet" that will create intimacy w ...
	Business/Investing The Relationship Advantage: Become a Trusted Advisor and Create Clients for Life \| Ebook Share Publisher: Kaplan BusinessLanguage: EnglishISBN: 0793170265Paperback: 272 pagesData: October 1, 2003Format: CHMDescription: Corporations, it seems, are always seeking the “silver bullet” that will create intimacy with customers. ...
	Why Should the Boss Listen to You: The Seven Disciplines of the Trusted Strategic Advisor James E. Lukaszewski “Why Should the Boss Listen to You: The Seven Disciplines of the Trusted Strategic Advisor" Jossey-Bass \| 2008-02-08 \| ISBN: 0787996181 \| 240 pages \| PDF \| 1 Mb
	Technical Investment Advisor, Free Investment Advisor Magazine Subscription
	Economics/Finances The Relationship Advantage: Become a Trusted Advisor and Create Clients for Life 2003-10 Tom Stevenson, Sam Barcus, "The Relationship Advantage: Become a Trusted Advisor and Create Clients for Life 2003-10"Publisher: Kaplan Business \| 2003 \| ISBN 0793170265 \| PDF \| 272 pages \| 9 MBCorporations, it seems, are always seeking the ...

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