Item Image
Title The trusted advisor / David H. Maister, Charles H. Green, Robert M. Galford.
Author Maister, David H.
Imprint New York : Free Press, ©2000.
Description xiii, 240 pages ; 24 cm
Call # 001.068 M
Bibliography Includes bibliographical references (pages 225-227) and index.
Contents Perspectives on Trust -- What Is a Trusted Advisor? -- Earning Trust -- How to Give Advice -- The Rules of Romance: Relationship Building -- The Importance of Mindsets -- Sincerity or Technique? -- The Structure of Trust Building -- The Trust Equation -- The Development of Trust -- Engagement -- The Art of Listening -- Framing the Issue -- Envisioning an Alternate Reality -- Commitment -- Putting Trust to Work -- What's So Hard About All This? -- Differing Client Types -- The Lieutenant Columbo Approach -- The Role of Trust in Getting Hired -- Building Trust on the Current Assignment -- Re-earning Trust Away from the Current Assignment -- The Case of Cross-Selling -- The Quick-Impact List to Gain Trust -- A Compilation of Our Lists.
Summary Publisher Fact Sheet David Maister & two elite consultants deliver a dynamic must-read on how to earn & maintain clients' trust & negotiate successful business relationships in today's economy.
Annotation In order to survive, today's professionals must earn the trust of their clients--and re-earn it throughout their careers. This is a dynamic must-read for successfully negotiating relationships in today's bold new economy.
Subject Business consultants.
Business consultants. (OCoLC)fst00842443
Organisatieadviseurs.
Vertrouwen.
Business consultants.
Commerce.
Consultants.
Addl. Author Green, Charles H., 1950-
Galford, Robert M., 1952-
ISBN 074320414X
9780743204149
074320963X (variant)
9780743209632 (variant)
9780743212342
0743212347

Location CALL # Status Message
 Central 2nd Fl - BCC - Non-Fiction  001.068 M    IN TRANSIT +1 HOLD  
 Central 2nd Fl - SST Non-Fiction  001.068 M    IN TRANSIT