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| Writer | David H. Maister |
| Category | Business & Career PDF |
| Language | English |
| Publisher | THE FREE PRESS |
| Publish Date | 2000 |
| Pages | 301 |
| File Size | 2 MB |
| File Type |
WE WROTE THIS BOOK because, in the course of our careers as consultants and as advisors to other professionals (some fifty years of experience among the three of us), we have made every mistake we describe in the book and broken every piece of advice it contains. Whatever wisdom this book contains has been learned the hard way.
The Trusted Advisor PDF – David H. Maister
Our formal education served us well, but nothing in it prepared us for the real world of trying to serve clients effectively. Along the way, we learned that becoming a good advisor takes more than having good advice to offer. There are additional skills involved, ones that no one ever teaches you, that are critical to your success. The Trusted Advisor PDF
Most importantly, we learned that you don’t get the chance to employ advisory skills until you can get someone to trust you enough to share their problems with you. No one ever taught us how to do that either. Yet we had to learn it. Somehow.
We met when we found ourselves presenting at the same conference and realized that, separately, we each had a piece of the puzzle. Together, we think we have a total picture to present. The theme of this book is that the key to professional success is not just technical mastery of one’s discipline (which is, of course, essential), but also the ability to work with clients in such a way as to earn their trust and gain their confidence.
The Trusted Advisor PDF – David H. Maister
We therefore address this book to both would-be advisors and to existing advisors who seek to create trust in their business relationships. We have written it mostly for individuals working in the advisory professions: consulting, accounting, law, engineering, public relations, executive search, insurance brokerage, investment banking, and similar activities. The Trusted Advisor PDF
We have written it that way because that is the world we know. However, we hope that professionals working inside corporations and other organizations, who also have clients and projects, will find this book relevant to their work. Trust takes place between two individuals.
It can, of course, take place inside organizations, within teams, and in other group settings, but we have chosen in this book to focus on the primary aspect of trust, that which occurs between two individuals, an advisor serving a client. Ambitious professionals invest tremendous energy in improving business skills, including sharpening their specific expertise, gaining experience, broadening their knowledge, and “networking,” all requiring hard work.
The Trusted Advisor PDF – David H. Maister
However, seldom do they give enough thought to creating trust relationships with clients, and little guidance is provided by their firms on how to accomplish this. Many professionals do not know how to think about or examine trust relationships. Unfortunately, there are many signs that trust is scarce. The Trusted Advisor PDF
With ever-increasing frequency, clients conduct a microscopic examination of their professional provider’s bills, challenging expenses, questioning how projects were staffed and how much time various tasks required. Clients often exclude lawyers, accountants, consultants, and other professionals from early stages of discussions because their conception of the professional’s role is too narrow.
Even long-term suppliers are forced to compete for new work through beauty contests and other proposal activities. Detailed reporting from professionals is often demanded so that the clients can monitor their activity.
The Trusted Advisor PDF