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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 20th Anniversary Edition

The Trusted Advisor  20th Anniversary Edition Book
Author : David H. Maister,Robert Galford,Charles Green
Publisher : Free Press
Release : 2021-02-02
ISBN : 1982157100
Language : En, Es, Fr & De

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Book Description :

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.

The Trusted Advisor Fieldbook

The Trusted Advisor Fieldbook Book
Author : Charles H. Green,Andrea P. Howe
Publisher : John Wiley & Sons
Release : 2011-11-22
ISBN : 1118163648
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 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. **

The Trusted Advisor s Survival Kit

The Trusted Advisor s Survival Kit Book
Author : Peter John Merrick
Publisher : Unknown
Release : 2009
ISBN : 9780433459750
Language : En, Es, Fr & De

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Book Description :

Download The Trusted Advisor s Survival Kit book written by Peter John Merrick, available in PDF, EPUB, and Kindle, or read full book online anywhere and anytime. Compatible with any devices.

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.

The Trusted Advisor

The Trusted Advisor Book
Author : Charles H. Green,Robert M. Galford,David H. Maister
Publisher : Simon and Schuster
Release : 2001-10-09
ISBN : 9780743205443
Language : En, Es, Fr & De

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Book Description :

Bestselling author David Maister teams up with Charles H. Green and Robert M. Galford to bring us the essential tool 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 world-renowned 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. To demonstrate the paramount importance of trust, the authors use anecdotes, experiences, and examples -- successes and mistakes, their own and others' -- to great effect. The result is an immensely readable book that will be welcomed by the inexperienced advisor and the most seasoned expert alike.

The Highly Trusted Advisor

The Highly Trusted Advisor Book
Author : Sean Weafer
Publisher : Unknown
Release : 2021-03-18
ISBN : 9781838288181
Language : En, Es, Fr & De

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Book Description :

In the post-Covid world, people will work both digitally - remotely and from their homes - and locally - live and from their offices - and AI (artificial intelligence) will be increasingly deployed to handle the transactional side of business. So, how do leaders, executives, managers, professionals, and sales teams remain of value in this new hybrid and AI-enabled age? This new age demands that executives and professionals invest even more in their communication and relationship skills to remain relevant. They need to become better facilitators, collaborators, coaches, communicators, and advisors. Instead of directing and dictating, they will need to better connect with, involve, and understand their colleagues and clients to create environments in which everyone can excel. In The Highly Trusted Advisor: How to Lead Teams and Win Clients in the Hybrid Age, Sean Weafer shows how to move from being an expert who relies on specialist knowledge and technical competence as a leader or a salesperson to being a highly trusted advisor to your colleagues, team members and clients - who rely on a set of enhanced communications and personal management or branding tools - to lead teams to success or win in the modern game of selling. Learn how to use emotion as a powerful influencing tool, how to build rapport and trust quickly with colleagues and clients, how to network live and digitally to project your executive presence and brand, how to successfully manage and influence every meeting, how to create and present compelling business messages, pitches and proposals, how to develop a laser focus for success, and how to regain control of your time. These skills - and more - are presented as a practical set of tools that allow any professional or executive to survive and thrive in the new hybrid age of business. If you are looking for a manual to reach your professional potential and success in this new hybrid world, then this is it.

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.

The Trusted Advisor

The Trusted Advisor Book
Author : Rick Ray
Publisher : Unknown
Release : 2014-11-20
ISBN : 9780990733904
Language : En, Es, Fr & De

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Book Description :

Download The Trusted Advisor book written by Rick Ray, available in PDF, EPUB, and Kindle, or read full book online anywhere and anytime. Compatible with any devices.

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.

Trusted Advisors

Trusted Advisors Book
Author : Richard F. Chambers
Publisher : Unknown
Release : 2017
ISBN : 9780894139819
Language : En, Es, Fr & De

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Book Description :

Download Trusted Advisors book written by Richard F. Chambers, available in PDF, EPUB, and Kindle, or read full book online anywhere and anytime. Compatible with any devices.

Independent Evaluation Report

Independent Evaluation Report Book
Author : Ruben Lamdany
Publisher : International Monetary Fund
Release : 2013-04-15
ISBN : 1616359668
Language : En, Es, Fr & De

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Book Description :

The IMF carries out its mandate to foster macroeconomic stability and thereby facilitate prosperity by promoting the adoption of sound policies and international cooperation. Ultimately, the means to achieve these goals is to have Fund policy advice translated into concrete action. Key to achieving such traction is the relationship between Fund staff and member country authorities, together with the quality of the advice and members’ confidence in it. That is, the Fund needs to be seen as a trusted advisor. This evaluation examines in what circumstances the Fund is viewed as a trusted advisor to its member countries. It uses evidence gathered since 2005, but emphasizes the period since the onset of the global crisis in 2007–08. Because the concept of trusted advisor is “in the eyes of the beholder,” the evaluation derives the main attributes from country authorities themselves.

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.

Ignite Your Leadership Expertise

Ignite Your Leadership Expertise Book
Author : Nathan Magnuson
Publisher : Unknown
Release : 2018-10-04
ISBN : 9781723841576
Language : En, Es, Fr & De

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Book Description :

How would you like to be the next leadership expert? Even more, how would you like others to value and seek your input? It's well within your reach, even if you're a new, young or relatively inexperienced leader.Drawing on over a decade of leadership and consulting experiences, Nathan Magnuson shares how to identify the leadership expertise you already possess, how to proactively and strategically develop it for deeper impact and how to confidently share it with others in a way that keeps them coming back for more. The world is crying out for positive leadership examples to follow. Will you accept the challenge?

The Art of Influence Simplified

The Art of Influence Simplified Book
Author : Gregg Baron,Gregg Baron CMC
Publisher : Unknown
Release : 2016-05-18
ISBN : 9780692587973
Language : En, Es, Fr & De

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Book Description :

The Goal: Mastering the Art of Influence to Earn and Retain More Business Doing business in an environment that is increasingly digital and competitive means your approach to selling needs to evolve. You've noticed the way people buy has been evolving for some time. Has your approach to earning and retaining business gotten out in front of the changes in your space? (What would your prospects and customers say?) Do you or your sales team have the specific insights, strategies and practices that get real traction in this environment of information overload? Sales professionals who master the art of influence can truly become trusted advisors who develop ongoing profitable customer relationships that lead directly to more repeat and referral business. Discover the key insights and mindset needed to effectively influence prospects and customers. If you are a sales leader with a team that needs to turn the way you sell into a competitive advantage consider these three steps. These steps map the high level path to becoming competent and ultimately masterful at the art of positively influencing your customers and prospects. Step 1: Dramatically increase your focus and efforts on the value your prospects and customers actually care about. Link your outcomes to their agenda, priorities, expectations, preferences, needs and wants. Design and deliver an experience with you that positively changes the way they feel. Step 2: On every level manage anxiety and confidence (yours and the customers). A critical aspect of managing anxiety is making the complex simple and the difficult easy for them. Step 3: Most importantly make the invisible visible. Facilitating the shift from however they are currently seeing a situation, to a new perspective is where the magic happens. Humans make new choices only when they have a new perspective. If you potentially would like assistance with enhancing your sales team's effectiveness we would like to listen. A no obligation exploration of your situation starts by sending an email to: [email protected] or call 813.989.9900 and we will take it from there.

The Trusted Leader

The Trusted Leader Book
Author : Robert M. Galford,Anne Seibold Drapeau
Publisher : Atria Books
Release : 2011-04-02
ISBN : 9780743235402
Language : En, Es, Fr & De

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Book Description :

Any good manager feels an intuitive need to build trust inside his or her company and among employees. Self-improvement is an integral part of creating a trust-building climate and current books on leadership and corporate issues understate the importance of this element. Developing further the ideas in THE TRUSTED ADVISOR, the authors move from discussing how managers can make themselves and their company trustworthy to clients and customers to how they can build trust within an organization, between manager and colleagues, bosses, and employees. Instead of focusing on Business to Business, The Trusted Leader deals with building internal, managerial and organizational trust. The authors parse the different kinds of trust, give diagnostic ways to determine whether trust is missing and where it needs to be supplemented, and ways to restore trust when it has been betrayed. The book will contain numerous exercises and quizzes, as well as formulas that quantify the economies of trust and show its importance in an organization. Stories of managers and employees working through issues of trust in many different real-life situations cover many different corporate situations and scenarios (acquisitions, slowdowns, and internal and external crises), making this the most complete guide on the subject for managers.

The Relationship Advantage

The Relationship Advantage Book
Author : Tom Stevenson,Sam W. Barcus
Publisher : Dearborn Trade Publishing
Release : 2003
ISBN : 9780793170265
Language : En, Es, Fr & De

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Book Description :

For the first time ever, the authors outline the relationship-building processes used successfully by professional consulting firms. Sales professionals in other industries will learn never-before-published explanations and documentation regarding consulting firm approaches and techniques.

The Death of the Salesman and the Rise of the Trusted Financial Advisor

The Death of the Salesman and the Rise of the Trusted Financial Advisor Book
Author : Andre Roos
Publisher : Authorhouse UK
Release : 2018-05
ISBN : 9781546288657
Language : En, Es, Fr & De

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Book Description :

As a salesperson, youve been taught to persuade, pitch products, read and mimic body language, and engage in a long list of other sales tactics to build business. But those tactics no longer workespecially if youre working with intangible offerings like insurance and financial strategies. These old-fashioned sales techniques may temporarily move a client toward making a purchase, but they dont promote long-lasting relationships. To do that, you must become a trusted advisor. Serial entrepreneur Andre Roos provides in-depth details on how to build meaningful, win-win interactions in this salesmanship guide. Learn how to: follow a tested formula for attracting and keeping clients; nurture clients and grow business; and network with other professionals to provide added value. Roos also explains why using a scripted approach can create sales suicideand what you need to do instead, where and when to leave your digital footprints (and when to cover them up or erase them completely), and how to get clients to respect you even when telling them what they dont want to hear. Establish trust, become a valued consultant, and build long-lasting success with the priceless insights in The Death of the Salesman and the Rise of the Trusted Financial Advisor.

Mindful Governance the Role of the Most Trusted Advisor in Family controlled Firms

Mindful Governance the Role of the Most Trusted Advisor in Family controlled Firms Book
Author : Vanessa M. Strike
Publisher : Unknown
Release : 2008
ISBN : 0987650XXX
Language : En, Es, Fr & De

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Book Description :

Download Mindful Governance the Role of the Most Trusted Advisor in Family controlled Firms book written by Vanessa M. Strike, available in PDF, EPUB, and Kindle, or read full book online anywhere and anytime. Compatible with any devices.