The Trusted Advisor: 20th Anniversary Edition
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About this item
The 20th anniversary edition of the “brilliant and practical” (Tom Peters, author of The Professional Service 50) business classic—now updated to reflect the digital world—provides essential tools and wisdom 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 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.
In this 20th anniversary edition, Maister, Green, and Galford enrich our understanding of today’s society and illustrate how to be effective communicators in a digital world. Using their model of “the trust equation” they dissect the rational and emotional components of trustworthiness. With precision and clarity, they detail five distinct steps you must take to create a trust-based relationship. Each step—engage, listen, frame, envision, and commit—is richly described in distinct chapters.
This immensely accessible book offers “an invaluable road map to all those who seek to develop truly special relationships with their clients” (Carl Stern, CEO, Boston Consulting Group). The authors weave together anecdotes, experience, and examples of both their own and others’ successes and mistakes to great effect. The Trusted Advisor is essential reading for anyone who must advise, negotiate, or manage complex relationships with others.
ASIN: 1982157100
VSKU: DBV.1982157100.A
Condition: Acceptable
Author/Artist:Maister, David H.|Galford, Robert|Green, Charles
Binding: Paperback
Note: Any images shown are stock photographs and product may differ from what is shown.
Condition Notes: This copy has clearly been enjoyed—expect noticeable shelf wear and some minor creases to the cover. Binding is strong, and all pages are legible. May contain previous library markings or stamps.
ASIN: 1982157100
VSKU: DBV.1982157100.A
Condition: Acceptable
Author/Artist:Maister, David H.|Galford, Robert|Green, Charles
Binding: Paperback
Note: Any images shown are stock photographs and product may differ from what is shown.
Condition Notes: This copy has clearly been enjoyed—expect noticeable shelf wear and some minor creases to the cover. Binding is strong, and all pages are legible. May contain previous library markings or stamps.
Note on Condition
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- Used - Good: All pages and cover are intact (including the dust cover, if applicable). Spine may show signs of wear. Pages may include limited notes and highlighting. Gently used ex-library books with library stickers and markings may be classified as good. Shrink wrap, dust covers, or boxed set case may be missing. Item may be missing bundled media.
- Used - Acceptable: All pages and the cover are intact, but shrink wrap, dust covers, or boxed set case may be missing. Pages may include limited notes, highlighting, or minor water damage but the text is readable. Item may but the dust cover may be missing. Pages may include limited notes and highlighting, but the text cannot be obscured or unreadable.
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