Trusted Advisor

ISBN-10: 0743212347

ISBN-13: 9780743212342

Edition: 2001

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Book details

List price: $15.95
Copyright year: 2001
Publisher: Free Press
Publication date: 10/9/2001
Binding: Paperback
Pages: 256
Size: 5.50" wide x 8.25" long x 0.50" tall
Weight: 0.440
Language: English

David H. Maisteris widely acknowledged as the world's leading authority on the management of professional service firms. He advises firms in a broad spectrum of professions on issues ranging from marketing to human resources strategies. He is the author of the bestsellingManaging the Professional Service Firm(1993) andTrue Professionalism(1997).

Robert M. Galford is currently a Managing Partner of the Center for Executive Development in Cambridge, Massachusetts, and was formerly the executive vice president and chief people officer of Digitas, Inc., a leading Internet professional services firm with over 1,400 employees. He taught for many years on executive programs at the Columbia Graduate School of Business and the Kellogg Graduate School of Management at Northwestern University, in addition to consulting to professional services firms, technology companies, and financial institutions.Rob has lived and worked in both Western Europe and North America as a vice president of The MAC Group and its successor firm, Gemini Consulting. He has practiced law with the international firm of Curtis, Mallet-Prevost, Colt & Mosle in New York and Washington, and has also worked in investment management for Citicorp.Rob's writing and commentaries on management have been published in the Boston Globe and he is a three-time contributor to the Harvard Business Review. He currently sits on the boards of directors of Forrester Research, Inc., and Access Data Corporation. He also hosts the business video Talk About Change! with the popular cartoon character Dilbert.His educational background includes Liceo Segre, Turin, Italy; a B.A. in economics and Italian literature from Haverford College; an M.B.A. from Harvard; and a J.D. from Georgetown University Law Center, where he was an associate editor of The Tax Lawyer. Rob lives with his family in Concord, Massachusetts. He may be reached at:E-mail: rgalford@tiac.net

Introduction
How to Use This Book
Perspectives on Trust
A Sneak Preview
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
Acknowledgments
Notes and References
Index
About the Authors
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