The Trusted Advisor - Book Review.

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In their new book, THE TRUSTED ADVISOR (The Free Press; Oct.5, 2000; $25.00 hardcover), authors David Maister, Charles Green and Robert Galford reveal how a better understanding of the role of trust in advising, negotiating, and managing complex relationships with others can result in bottom line success and greater satisfaction in business.

"Advisors and clients alike often think that technical excellence alone is all that is needed to solve business problems. Like the emperor and his new clothes, they are kidding themselves," say David Maister, Charles Green and Robert Galford. Technical ability is indeed necessary - but is not sufficient. Before you can get anyone to accept your advice, you first have to get them to trust you with their problems. And few of us are ever taught how to win someone's trust and confidence.

The book is worth the price just to get the refresher on the recommended "high impact" strategies for gaining trust that are suggested in the book... and the Ten points to remember when you need to gain the trust of others. All of us who advise others need to remember to "relax your mind. This isn't about you, it's about the client!"

The Authors develop "Five Steps to Trust" which will help all of us in working in those difficult situations where Trust is the only thing you offer.

Maister, Green and Galford pool their extensive experiences in this book. Maister is the "guru's guru," who has written about and consulted with professional service firms for two decades and is the author of previous business bestsellers including Managing the Professional Services Firm and True Professionalism. Charles Green is an executive educator and consultant, and founder of Trusted Advisor Associates; and Robert Galford is Executive Vice President and Chief People Officer at Digitas, Inc, a leading Internet professional-services firm. Green and Galford have together taught seminars on trust-based client relationships for some of the world's most prominent professional firms.

What does BRAUN say - buy it and read it if you are an HR person because trust is what you have to offer those who come to you for advise.

THE TRUSTED ADVISOR
Price: $25.00
Pages: 224
ISBN: 0-7432-0414-X
October 5, 2000

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