The Trusted Advisor: 20th Anniversary EditionSimon and Schuster, 09.10.2001 - 256 Seiten 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. |
Andere Ausgaben - Alle anzeigen
The Trusted Advisor: 20th Anniversary Edition Charles H. Green,Robert M. Galford,David H. Maister Eingeschränkte Leseprobe - 2001 |
Häufige Begriffe und Wortgruppen
action advice advisor relationship agenda Alan Schwartz Amy’s answer approach Barbara building trust can’t Chapter Charlie Charlie Green Client Type client wants Columbo commitment common consulting conversation create credibility cross-selling Curt Dale Carnegie David David Maister deal deliver develop discussion earn the right earning trust emotional framing engage envisioning existing client experience expertise fear feel firm’s focus Galford give help the client idea interest intimacy involved issue Joe Sherman listening look mean meeting Michael Jordan one’s profes professional firm professional service firms questions rational rela relationship manager reliability responsibility Richard Mahoney risky self-orientation selling situation skills solve someone steps Stuart Atkins success sure talk tell There’s things Tim White tion tionship topic trust equation trust process trust relationships trusted advisor truth trying understand Warren Buffett we’re won’t you’re you’ve
Verweise auf dieses Buch
F1rst Among Equals: How to Manage a Group of Professionals Patrick J. McKenna,David H. Maister Keine Leseprobe verfügbar - 2002 |
Practice What You Preach: What Managers Must Do to Create a High Achievement ... David H. Maister Keine Leseprobe verfügbar - 2003 |