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The Trusted Advisor

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The Trusted Advisor

The Trusted Advisor Book
Author : David H. Maister,Robert Galford,Charles Green
Publisher : Simon and Schuster
Release : 2012-12-11
ISBN : 147110964X
Language : En, Es, Fr & De

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Book Description :

Beside talent and a sterling portfolio, what can world-class consultants like Deloitte & Touche, Societe General and Towers Perrin boast has helped them achieve success in our entrepreneurial economy? They all have the inside track on the indispensable "Trusted Advisor" model for client relationships, created by renowned experts Charles Green and Robert Galford. Now Green and Galford have teamed up with the acclaimed David Maister in order to help their latest high-profile, fast-forward client: you. In this straightforward guide, Maister, Green and Galford show readers that the key to professional success goes well beyond technical mastery or expertise. Today, it's all about the vital ability to earn the client's trust and thereby win the ability to influence them. In these high risk times, trust is more valuable than gold. With this critical, highly detailed and accessible resource, readers will learn the five crucial steps for developing, managing and improving client confidence. For both emerging and established entrepreneurs and consultants, THE TRUSTED ADVISOR is the first truly indispensable business book of the decade.

The Trusted Advisor Fieldbook

The Trusted Advisor Fieldbook Book
Author : Charles H. Green,Andrea P. Howe
Publisher : John Wiley & Sons
Release : 2011-11-15
ISBN : 1118085647
Language : En, Es, Fr & De

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Book Description :

A practical guide to being a trusted advisor for leaders in any industry In this hands-on successor to the popular book The Trusted Advisor, you'll find answers to pervasive questions about trust and leadership—such as how to develop business with trust, nurture trust-based relationships, build and run a trustworthy organization, and develop your trust skill set. This pragmatic workbook delivers everyday tools, exercises, resources, and actionable to-do lists for the wide range of situations a trusted advisor inevitably encounters. The authors speak in concrete terms about how to dramatically improve your results in sales, relationship management, and organizational performance. Your success as a leader will always be based on the degree to which you are trusted by your stakeholders. Each chapter offers specific ways to train your thinking and your habits in order to earn the trust that is necessary to be influential, successful, and known as someone who makes a difference. Self-administered worksheets and coaching questions provide immediate insights into your current business challenges Real-life examples demonstrate proven ways to "walk the talk" Action plans bridge the gap between insights and outcomes Put the knowledge and practices in this fieldbook to work, and you'll be someone who earns trust quickly, consistently, and sustainably—in business and in life.

The Modern Trusted Advisor

The Modern Trusted Advisor Book
Author : Nancy MacKay,Alan Weiss
Publisher : Business Expert Press
Release : 2021-10-15
ISBN : 1637421389
Language : En, Es, Fr & De

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Book Description :

The best and the brightest use advisors and experts. In fact, one could say that they are the best and the brightest because they utilized trusted advisors throughout their careers. Whether in business, sports, entertainment, academia, or politics–expert help is a fundamental enabler of success. That means that the demand for expert advice will grow and the competition will increase for such help. This isn’t a matter of “certificates” and “universities,” it’s a matter of specific skill and behavioral sets that create a trusting bond and reliance. Trusted advisors are beyond coaches—they are comprehensive resources and supporters. The Modern Trusted Advisor employs important mastery traits, such as subordinating ego, applying shared experiences, and managing emotional, mental, and intellectual health. We are entering a world of “no normal” today and leaders must inspire others daily. This is the book that prepares you to inspire those leaders.

The Trusted Advisor Sales Engineer

The Trusted Advisor Sales Engineer Book
Author : John Care
Publisher : Unknown
Release : 2020-06-14
ISBN : 9781099750397
Language : En, Es, Fr & De

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Book Description :

Sales and Sales Engineering leaders across the world have used the Trusted Advisor label hundreds of times over the past twenty years. Yet it really doesn't mean that much without a lot of explanation. You may be thinking about some of these questions right now. Becoming a Trusted Advisor is not as simple as it sounds, which is why so many organizations either never try, or make a half-hearted effort. Trusted Advisor - two words, five syllables and fifteen letters hide a massive complexity. For the first time ever, there is now a book specifically designed to start the individual Sales Engineer on the journey to becoming a Trusted Advisor. Section One covers how to define and actually measure trust with your clients. Section Two looks at the practical aspects involved in building trust through Discovery, Presentations, Demos and all the other standard activities of an SE. Section Three examine how to get started and put it all into practice - both for individuals and for SE teams. This is not one of those tiny 40 page eBooks. It's over 150 pages of thoughts, ideas, best practices and real life examples based on dozens of clients and thousands of students who have already taken the workshop.** Note the 2020 Paperback version is a reformatted version of the original eBook with a only few minor edits and updates. **

Becoming a Trusted Business Advisor

Becoming a Trusted Business Advisor Book
Author : William Reeb,Dominic Cingoranelli
Publisher : John Wiley & Sons
Release : 2016-11-07
ISBN : 0870519026
Language : En, Es, Fr & De

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Book Description :

Being your clients’ Most Trusted Business Advisor is not about selling and making pitches. It’s really about showing an interest in your clients, asking the kind of questions that will help you learn what is important to them, and then listening. Based on the AICPA’s successful Trusted Business Advisor Program and intended for CPAs who want to take their consulting practice to the next level, this workbook provides approaches to help you do just that. By the time you finish working through the book’s helpful forms and exercises you will be better able to: have critical conversations with your clients ask the right questions effectively be a better listener easily identify services that will add value to your clients’ organizations avoid administrative pitfalls throughout the process effectively market your services, and profitably grow your practice Find out how to uncover critical client needs in ten minutes or less, how to help your clients prioritize their wish lists, and how to help them quantify the value of addressing each of the issues that keep them awake at night!

Managing The Professional Service Firm

Managing The Professional Service Firm Book
Author : David H. Maister
Publisher : Simon and Schuster
Release : 2012-12-11
ISBN : 1471109658
Language : En, Es, Fr & De

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Book Description :

Professional service firms differ from other business enterprises in two distinct ways: first they provide highly customised services thus cannot apply many of the management principles developed for product-based industries. Second, professional services are highly personalised, involving the skills of individuals. Such firms must therefore compete not only for clients but also for talented professionals. Drawing on more than ten years of research and consulting to these unique and creative companies, David Maister explores issues ranging from marketing and business development to multinational strategies, human resources policies to profit improvement, strategic planning to effective leadership. While these issues can be complex, Maister simplifies them by recognising that 'every professional service firm in the world, regardless of size, specific profession, or country of operation, has the same mission statement: outstanding service to clients, satisfying careers for its people and financial success for its owners.'

Why Should the Boss Listen to You

Why Should the Boss Listen to You  Book
Author : James E. Lukaszewski
Publisher : John Wiley & Sons
Release : 2010-12-03
ISBN : 9781118041123
Language : En, Es, Fr & De

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Book Description :

This is a book about gaining influence and becoming a key trusted advisor. It is for everyone who advises leaders and senior managers (accounting, finance, human resources, IT, law, marketing, public relations, security, and strategic planning) and for outside consultants in these functional staff areas. It’s also for operations people yearning to finally be heard and heeded by their boss.

Smarter Selling

Smarter Selling Book
Author : David Lambert,Keith Dugdale
Publisher : Pearson UK
Release : 2012-09-26
ISBN : 027375050X
Language : En, Es, Fr & De

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Book Description :

This book shows readers the smarter way to sell -by building trusted consultative relationships with their customers. Whatever you are selling, this book will help you do it better, and feel better about doing it. By switching your focus from the hard sell to building more trust and adding more value, you will end up not just with more satisfied customers, but with more sales as well.

Clients for Life

Clients for Life Book
Author : Andrew Sobel,Jagdish Sheth
Publisher : Simon and Schuster
Release : 2001-02-21
ISBN : 0743215095
Language : En, Es, Fr & De

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Book Description :

Finally, the book that all professionals frustrated with fleeting client loyalty and relentless price pressure have waited for -- the first in-depth, client-tested guide to developing lasting business relationships. What separates extraordinary professionals from ordinary ones? Why are some professionals always drawn into their clients' inner circle of advisers, while others are employed on a one-shot basis and treated like vendors? Based on groundbreaking research, Clients for Life sets forth a comprehensive framework for how professionals in all fields can develop breakthrough relationships with their clients and enjoy enduring client loyalty. Drawing on insights from extensive interviews with both leading CEOs and today's most prominent client advisers, Jagdish Sheth and Andrew Sobel debunk the conventional wisdom about professional success -- "find a specialty, do good work" -- as hopelessly inadequate in a world where clients have unlimited access to information and expertise. The authors replace these tired conventions with an innovative blueprint, supported by over one hundred case studies and examples drawn from consulting, financial services, law, technology, and other fields, for how you can evolve from an expert for hire -- a commodity -- to an extraordinary adviser. Riveting portraits of both exceptional contemporary professionals and legendary advisers such as Aristotle, Thomas More, Niccolò Machiavelli, and J. P. Morgan reveal how great client relationships are achieved in practice. Readers will learn, for example, to develop selfless independence, which tempers complete emotional, intellectual, and financial independence with a powerful commitment to client needs; to become deep generalists and overcome the narrow perspective caused by specialization; to systematically build lifelong trust; and to cultivate the power of synthesis -- big-picture thinking -- that is so highly valued by clients. Acclaimed by leading management thinkers, Clients for Life clearly illustrates the most important attributes and strategies of extraordinary client advisers and shows how you can use them to enrich your own relationships. It provides sophisticated professionals with the tools and insights they need to reap the rewards of lifetime client loyalty.

From Gatekeeper to Trusted Advisor

From Gatekeeper to Trusted Advisor Book
Author : Andria L. Corso
Publisher : Unknown
Release : 2010-10
ISBN : 9781934509333
Language : En, Es, Fr & De

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Book Description :

From Gatekeeper to Trusted Advisor is written for especially for HR professionals by an award winning HR trainer and consultant. In too many companies, Human Resources professionals are ignored by top leadership and prevented from making a full contribution. For HR professionals who want to stop being disregarded, this book provides concrete steps to demonstrate the value of HR expertise and enhance your standing in the corporation. In this book, you will journey inside companies in a variety of industries and learn how HR professionals can stop being perceived as roadblocks or gatekeepers and start becoming appreciated, respected and trusted advisors to top leadership. Using the book's unique Bridge Model, you will learn the behaviors and practices you need to demonstrate your business contribution and become a leader in your corporation. Author Andria L. Corso is an Strategic Human Resources consultant and coach with 16 years of corporate HR experience. The owner of C3-Corso Coaching & Consulting, Andria has worked with a variety of Fortune 100 C-suite leadership teams as well as individual HR professionals who want to gain more respect for their expertise.

Management Consulting Today and Tomorrow

Management Consulting Today and Tomorrow Book
Author : Flemming Poulfelt,Thomas H. Olson
Publisher : Routledge
Release : 2017-09-01
ISBN : 1317300580
Language : En, Es, Fr & De

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Book Description :

This new edition gathers more than 22 experts to outline the theory behind consulting, providing insight into change processes and management issues in the field. The business of consulting has grown faster than most other businesses, due not only to increased demand by clients, but also to the innovative capabilities of numerous consulting firms as they develop new services. Divided into six parts, the book introduces readers to the consulting industry, addressing the major practice areas, contexts, and implementations of the field. Significant updates detail the effect of the economic troubles between 2004 and 2010 and then 2010 and now; analyze the market response to consulting in recent years; and provide a more thorough understanding of how consulting is applied in the different areas of a business, such as operations, marketing, and finance. Introductions written by the editors offer further insight into the themes and learning goals of each section, helping readers to recognize the elements of a successful consultation, and utilize their new skill set. The text concludes with a look at the future of consulting with regards to ethics standards and how strong manager-client relationships contribute to financial growth. Readers will also learn how the developing field of entrepreneurship creates new economic structures and job opportunities. Practitioners, consultants, clients, faculty, and students of business and management will learn not only how to consult, but also gain the skills needed to adapt to and lead organizational change, giving them a competitive edge when they enter the field.

Trust Based Selling

Trust Based Selling Book
Author : Charles H. Green
Publisher : McGraw Hill Professional
Release : 2005-12-08
ISBN : 0071502165
Language : En, Es, Fr & De

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Book Description :

Sales based on trust are uniquely powerful. Learn from Charles Green, co-author of the bestseller The Trusted Advisor how to deserve and, therefore, earn a buyer’s trust. Buyers prefer to buy from people they trust. However, salespeople are often mistrusted. Trust-Based Selling shows how trust between buyer and seller is created and explains how both sides benefit from it. Heavy with practical examples and suggestions, the book reveals why trust goes hand-in-hand with profit; how trust differentiates you from other sellers; and how to create trust in negotiations, closings, and when answering the six toughest sales questions. Trust-Based Selling is a must for anyone in sales, is especially invaluable for sellers of complex, intangible services.

Mastering Technical Sales

Mastering Technical Sales Book
Author : John Care,Aron Bohlig
Publisher : Artech House
Release : 2008
ISBN : 1596933402
Language : En, Es, Fr & De

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Book Description :

This indispensable sales tool shows you the ropes of lead qualification, the RFP process, and needs analysis and discovery, and explains how your technical know-how can add invaluable leverage to sales efforts at every step. You learn how to plan and present the perfect pitch, demonstrate products effectively, build customer relationship skills, handle objections and competitors, negotiate prices and contracts, close the sale, and so much more - including how to avoid the critical selling mistakes so often made by technical pros who jump to sales. The book also addresses key career management and team-building topics, and includes detailed case studies, concise chapter summaries, and handy checklists of skill-building tips that reinforce all the career-boosting skills and techniques you learn.

Accountants

Accountants Book
Author : Colin Dunn
Publisher : Unknown
Release : 2013-12
ISBN : 9781922022097
Language : En, Es, Fr & De

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Book Description :

Download Accountants book written by Colin Dunn, available in PDF, EPUB, and Kindle, or read full book online anywhere and anytime. Compatible with any devices.

True Professionalism

True Professionalism Book
Author : David H. Maister,Robert Galford,Charles Green
Publisher : Simon and Schuster
Release : 2012-12-11
ISBN : 1471108511
Language : En, Es, Fr & De

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Book Description :

Are some technically competent professionals who work hard and long hours 'true professionals' or are they just cruisers? In this deeply illuminating call to arms, David Maister, the world's premier consultant to professional service firms, vigorously challenges individuals to examine closely the meaning of their work and reach beyond their grasp. The pursuit of the highest standards, Maister argues, is the primary road to commercial success. He presents a visionary reconception of professionalism that encompasses a lifelong dedication to self-improvement, a personal commitment to excellence, and a true spirit of service to clients. Looking first at the individual professional, Maister dares those good corporate citizens who 'do their duty' to discover what they truly love to do. Turning to the institution, Maister focuses on what he calls the 'instability' of professional service firms today, and offers advice on how to invest in skill building. David Maister's message is a recipe for success and for professional satisfaction making TRUE PROFESSIONALISM a worthy successor to his previous writings.

AWS Security Cookbook

AWS Security Cookbook Book
Author : Heartin Kanikathottu
Publisher : Packt Publishing Ltd
Release : 2020-02-27
ISBN : 1838827420
Language : En, Es, Fr & De

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Book Description :

Secure your Amazon Web Services (AWS) infrastructure with permission policies, key management, and network security, along with following cloud security best practices Key FeaturesExplore useful recipes for implementing robust cloud security solutions on AWSMonitor your AWS infrastructure and workloads using CloudWatch, CloudTrail, config, GuardDuty, and MaciePrepare for the AWS Certified Security-Specialty exam by exploring various security models and compliance offeringsBook Description As a security consultant, securing your infrastructure by implementing policies and following best practices is critical. This cookbook discusses practical solutions to the most common problems related to safeguarding infrastructure, covering services and features within AWS that can help you implement security models such as the CIA triad (confidentiality, integrity, and availability), and the AAA triad (authentication, authorization, and availability), along with non-repudiation. The book begins with IAM and S3 policies and later gets you up to speed with data security, application security, monitoring, and compliance. This includes everything from using firewalls and load balancers to secure endpoints, to leveraging Cognito for managing users and authentication. Over the course of this book, you'll learn to use AWS security services such as Config for monitoring, as well as maintain compliance with GuardDuty, Macie, and Inspector. Finally, the book covers cloud security best practices and demonstrates how you can integrate additional security services such as Glacier Vault Lock and Security Hub to further strengthen your infrastructure. By the end of this book, you'll be well versed in the techniques required for securing AWS deployments, along with having the knowledge to prepare for the AWS Certified Security – Specialty certification. What you will learnCreate and manage users, groups, roles, and policies across accountsUse AWS Managed Services for logging, monitoring, and auditingCheck compliance with AWS Managed Services that use machine learningProvide security and availability for EC2 instances and applicationsSecure data using symmetric and asymmetric encryptionManage user pools and identity pools with federated loginWho this book is for If you are an IT security professional, cloud security architect, or a cloud application developer working on security-related roles and are interested in using AWS infrastructure for secure application deployments, then this Amazon Web Services book is for you. You will also find this book useful if you’re looking to achieve AWS certification. Prior knowledge of AWS and cloud computing is required to get the most out of this book.

The Trusted Leader

The Trusted Leader Book
Author : Robert M. Galford,Anne Seibold Drapeau
Publisher : Simon and Schuster
Release : 2003-01-09
ISBN : 1439108293
Language : En, Es, Fr & De

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Book Description :

As today's headlines remind us, trust is the hot-button issue in business today, especially for investors, managers, workers, and consumers. More than ever before, the success of an organization depends on leadership that fosters strong connections across teams and among bosses, colleagues, and subordinates. Companies are in urgent need of trusted leaders, but how can managers meet that need? "Be trustworthy" is the short, logical answer, of course. But being trustworthy and building trust in an organization are not one and the same thing. The former is an inherent part of a person; the latter requires developed talent and considerable skill. Based on highly specific research and experience that covers a wide spectrum of managers and organizations, The Trusted Leader identifies the three critical types of trust that leaders need to master: strategic trust, organizational trust, and personal trust. It introduces a practical and effective formula for building organizational confidence, and provides a unique analysis of the obstacles to trust and the sources of resistance to the building of trust inside organizations. Through a series of interactive exercises, executives will learn how to determine where trust is missing and how it can be supplemented in people, departments, and even whole companies. Perhaps most timely are the book's series of diagnostic tools and skills that help executives rebuild trust that has been broken or betrayed. As business insiders and authors Robert Galford and Anne Seibold Drapeau show, trust inside a company provides focus, fuels passion, fosters innovation, and helps employers to hire and retain the best employees. Trust inside, the authors argue, also builds trust outside by gaining credibility with today's skeptical consumer. Trust is all too frequently overlooked in other leadership books, and is even more important today as companies face uncertain customer demands and the pressures to compete successfully in a whiplash market. Crises, restructurings, mergers, downturns, and executive departures are often trust-destroyers. The Trusted Leader examines those defining moments, and helps leaders turn such situations into trust-building experiences, creating a culture and legacy of trust throughout the organization at large. Rich in true stories, examples, and practical advice, The Trusted Leader guides leaders on how to climb the ladder of trust and how to secure their legacy as trusted leaders. For managers of all levels, The Trusted Leader is the only comprehensive guide for building trust inside an organization -- the key to every company's long-term survival and success.

Jeffrey Gitomer s Little Teal Book of Trust

Jeffrey Gitomer s Little Teal Book of Trust Book
Author : Jeffrey Gitomer
Publisher : Ft Press
Release : 2008
ISBN : 9780137154104
Language : En, Es, Fr & De

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Book Description :

Explains how to build successful relationships with others, discussing the definition of trust, the characteristics of trustworthy people, and how to provide business and sales advice that can be trusted.

Advisor Selling

Advisor Selling Book
Author : Mark Hunter,Matthew Hudson
Publisher : Createspace Independent Publishing Platform
Release : 2016-12-12
ISBN : 9781541094697
Language : En, Es, Fr & De

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Book Description :

In this 2nd edition of the book, Matt focuses on the post-digital world driven by technology where power shifts to the buyer. Chances are when you arrive for the sales meeting, the prospect already knows more about you than you do about them. However, with technology comes opportunity. Today's buyer is overwhelmed with data and information and they need help - they need a trusted advisor. Trusted advisors: Get to "yes" faster Keep their products sold Stay embedded during the "budget" cuts Have more referrals Have higher customer satisfaction In this book, you will learn from the years of research, observation and personal experiences of Matthew Hudson and Mark Hunter. They have spent decades immersed in the sales industry and have taught the concepts in this book to companies with amazing results. If you follow the principles outlined here, you will get more than a sale. You also will get trusted advisor status.

Eliminate Your Competition

Eliminate Your Competition Book
Author : Sean O'Shaughnessey
Publisher : Unknown
Release : 2018-05-14
ISBN : 9780692111925
Language : En, Es, Fr & De

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Book Description :

Most salespeople lose the deal before they ever get started! It isn't uncommon for the customer to have already made a decision before most salespeople even learn of the opportunity. Most salespeople have to beat the preferred competitor by a significant margin just to be considered equivalent. Don't you wish that you could be the preferred vendor in all of your opportunities? Selling is a difficult career in which to make a living; it is not uncommon to have the commission check denied before the salesperson even gets a chance to win. Analysis of thousands of sales situations has made it phenomenally obvious that most salespeople begin their sales campaign so late in the decision-making process that they are virtually guaranteed to lose the order. To make matters worse, when they do start the campaign early enough, most salespeople do not know how to control the prospect adequately so that they can guarantee their victory. Typical turnover for a sales department is 10-20%. Many companies see turnover that approaches 40-60%! This turnover costs them 50% of their revenue-generating capability. In any organization that exceeds 25% turnover, the loss of trust with the customer can be astounding as the new salesperson tries to rebuild the entire relationship. In any given quarter dozens or hundreds of companies do not make their forecasted numbers and are dramatically punished by Wall Street. This book will provide the management of a company with a framework to teach their salespeople how to attain their quotas with higher profits. It will also allow salespeople to rise to the top of their organization and be the super-achievers who win awards, trips, bonuses, and respect. In this book, I will show you how to eliminate your competition and maximize your commission.