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The Trusted Advisor: 20th Anniversary Edition

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The 20th anniversary edition of the “brilliant and practical” (Tom Peters, author of The Professional Service 50) business classic—now updated to reflect the digital world—provides essential tools and wisdom for all consultants, negotiators, and advisors.In today’s fast-paced networked economy, professionals must work harder than ever to maintain a...

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Description produit
Marque
GENERIC
Titre principal
The Trusted Advisor: 20th Anniversary Edition
Editeur
Free Press
Type de produit
Paperback
Présentation du livre
Paperback
Release date
2/2/2021 12:00:00 AM
Langue d'origine
English
ISBN
1982157100
Dimensions
0.22 x 0.9 x 0.33 inches
Nombre de pages de livre
336 pages
Langue - Librairie
English
Résumé
The 20th anniversary edition of the “brilliant and practical” (Tom Peters, author of The Professional Service 50) business classic—now updated to reflect the digital world—provides essential tools and wisdom 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 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. In this 20th anniversary edition, Maister, Green, and Galford enrich our understanding of today’s society and illustrate how to be effective communicators in a digital world. Using their model of “the trust equation” they dissect the rational and emotional components of trustworthiness. With precision and clarity, they detail five distinct steps you must take to create a trust-based relationship. Each step—engage, listen, frame, envision, and commit—is richly described in distinct chapters. This immensely accessible book offers “an invaluable road map to all those who seek to develop truly special relationships with their clients” (Carl Stern, CEO, Boston Consulting Group). The authors weave together anecdotes, experience, and examples of both their own and others’ successes and mistakes to great effect. The Trusted Advisor is essential reading for anyone who must advise, negotiate, or manage complex relationships with others. Read more
Auteur(s)
David H. Maister, Robert Galford, Charles Green
Date de parution
2/2/2021 12:00:00 AM