Editorial Review:
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.
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Customer Reviews
Average Customer Rating: 
Nothing New  2008-02-13
Odds are, if you read books like this, you have read all of this before. Most of it is common sense as well.
Sales vs Advising  2007-11-08
There's a lot more to selling than sales skills. You can study all the closes you want, but if you can't bring value to your clients, you better find a new profession. The Trusted Advisor educates true consultants on how to bring value in what you can offer to your clients, The Trusted Advisor takes you from salesperson to valued resource, and it all starts with trust. The old line, "what's it going to take to get you to buy" is for sales people that won't be selling this time next year, invest in yourself, invest in what The Trusted Advisor teaches you.
Recommended for all Consultants 2007-11-03
Excellent book by the master of consulting firm management. Addresses and gives insight into the goal of all management consulting engagements - to become the trusted advisor of the C-level management - on the issues related to your expertise. I recommend this book and Maister's other books to all senior level consultants and professional services personnel.
Advice from experience. 2007-10-11
The authors of The Trusted Advisor openly present their experiences, ideas and recommendations from years of living it with their clients. We can all learn and enhance our own behaviors with their help.
The most important work for any sales consultng or Advisor 2007-10-10
I was taking a course in Critical Thinking a while back. The instructor and I started talking about a presentation I did to my team on being a "Trusted Advisor", he highly recommended the book. After reading Chapter One I knew that we were on the same page. The book dove deeply and well into the steps needed to arn the title and right to be a TRUSTED ADVISOR. If you care about your customer and you care about your relationship with them. BUY THIS BOOK...I have puchased copies for the rest of my team.
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