The Trusted Advisor Download Ebook PDF Epub Online

Author : David H. Maister
Robert Galford
Publisher : Simon and Schuster
Release : 2012-12-11
Page : 224
Category : Business & Economics
ISBN 13 : 147110964X
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.


Author : Charles H. Green
Andrea P. Howe
Publisher : John Wiley & Sons
Release : 2011-11-15
Page : 288
Category : Business & Economics
ISBN 13 : 1118085647
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.


Author : David H. Maister
Robert Galford
Publisher : Free Press
Release : 2021-02-02
Page : 336
Category : Business & Economics
ISBN 13 : 1982157100
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.


Author : Robert M. Galford
Anne Seibold Drapeau
Publisher : Simon and Schuster
Release : 2003-01-09
Page : 288
Category : Business & Economics
ISBN 13 : 1439108293
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.


Author : Charles H. Green
Publisher : McGraw Hill Professional
Release : 2005-12-08
Page : 288
Category : Business & Economics
ISBN 13 : 0071502165
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.


Author : William Reeb
Dominic Cingoranelli
Publisher : John Wiley & Sons
Release : 2016-11-07
Page : 400
Category : Architecture
ISBN 13 : 0870519026
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!


Author : James E. Lukaszewski
Publisher : John Wiley & Sons
Release : 2010-12-03
Page : 240
Category : Business & Economics
ISBN 13 : 9781118041123
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.


Author : David H. Maister
Robert Galford
Publisher : Simon and Schuster
Release : 2012-12-11
Page : 224
Category : Business & Economics
ISBN 13 : 1471108511
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.


Author : Andria L. Corso
Publisher :
Release : 2010-10
Page : 220
Category : Business & Economics
ISBN 13 : 9781934509333
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.


Author : John Mehrmann
Mitchell Simon
Publisher : iUniverse
Release : 2008-03
Page : 292
Category : Business & Economics
ISBN 13 : 0595474675
Description :


The sales environment has been forever altered by e-commerce and price-centered commodities. Competition has become stiffer, and quotas have become higher. The demand for performance has created brutal pressure in a lonely profession, and increasing the number of cold calls is not enough to survive. Success requires closing a higher percentage of opportunities and growing existing business. But how do you achieve such lofty goals? The Trusted Advocate is a revelation of fundamental principles that empower maximum success through authenticity and integrity. John Mehrmann and Mitchell Simon combine their experience in management and leadership development to provide you with proven, cutting-edge management techniques and leadership skills to unlock individual potential and empower personal success. You'll learn how to: Increase sales and retain loyal customers Train the sales force or train yourself Identify and unleash your talents Turn knowledge into power Build your pipeline Create a revolutionary process Earn a reputation for being trustworthy Designed to revitalize sales professionals, The Trusted Advocate is perfect for managers, coaches, consultants, and trainers to help rapidly accelerate individual or group performance. Use your strengths as your competitive edge, enjoy your profession, and advance your career!


Author : Gabriel Ramirez
Stuart Scott
Publisher : Packt Publishing Ltd
Release : 2018-10-31
Page : 626
Category : Computers
ISBN 13 : 178913580X
Description :


Learn from the AWS subject-matter experts, apply real-world scenarios and clear the AWS Certified Solutions Architect –Associate exam Key Features Build highly reliable and scalable workloads on the AWS platform Pass the exam in less time and with confidence Get up and running with building and managing applications on the AWS platform Book Description Amazon Web Services (AWS) is currently the leader in the public cloud market. With an increasing global interest in leveraging cloud infrastructure, the AWS Cloud from Amazon offers a cutting-edge platform for architecting, building, and deploying web-scale cloud applications. As more the rate of cloud platform adoption increases, so does the need for cloud certification. The AWS Certified Solution Architect – Associate Guide is your one-stop solution to gaining certification. Once you have grasped what AWS and its prerequisites are, you will get insights into different types of AWS services such as Amazon S3, EC2, VPC, SNS, and more to get you prepared with core Amazon services. You will then move on to understanding how to design and deploy highly scalable applications. Finally, you will study security concepts along with the AWS best practices and mock papers to test your knowledge. By the end of this book, you will not only be fully prepared to pass the AWS Certified Solutions Architect – Associate exam but also capable of building secure and reliable applications. What you will learn Explore AWS terminology and identity and access management Acquaint yourself with important cloud services and features in categories such as compute, network, storage, and databases Define access control to secure AWS resources and set up efficient monitoring Back up your database and ensure high availability by understanding all of the database-related services in the AWS Cloud Integrate AWS with your applications to meet and exceed non-functional requirements Build and deploy cost-effective and highly available applications Who this book is for The AWS Certified Solutions Architect –Associate Guide is for you if you are an IT professional or Solutions Architect wanting to pass the AWS Certified Solution Architect – Associate 2018 exam. This book is also for developers looking to start building scalable applications on AWS


Author : Heartin Kanikathottu
Publisher : Packt Publishing Ltd
Release : 2020-02-27
Page : 440
Category : Computers
ISBN 13 : 1838827420
Description :


Secure your Amazon Web Services (AWS) infrastructure with permission policies, key management, and network security, along with following cloud security best practices Key Features Explore useful recipes for implementing robust cloud security solutions on AWS Monitor your AWS infrastructure and workloads using CloudWatch, CloudTrail, config, GuardDuty, and Macie Prepare for the AWS Certified Security-Specialty exam by exploring various security models and compliance offerings Book 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 learn Create and manage users, groups, roles, and policies across accounts Use AWS Managed Services for logging, monitoring, and auditing Check compliance with AWS Managed Services that use machine learning Provide security and availability for EC2 instances and applications Secure data using symmetric and asymmetric encryption Manage user pools and identity pools with federated login Who 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.


Author : David Lambert
Keith Dugdale
Publisher : Pearson UK
Release : 2012-09-26
Page : 272
Category : Business & Economics
ISBN 13 : 027375050X
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.


Author : David H. Maister
Publisher : Simon and Schuster
Release : 2012-12-11
Page : 368
Category : Business & Economics
ISBN 13 : 1471109658
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.'


Author : John Care
Aron Bohlig
Publisher : Artech House
Release : 2014-07-01
Page : 406
Category : Business & Economics
ISBN 13 : 1608077446
Description :


Every high-tech sales team today has technical pros on board to “explain how things work,” and this success-tested training resource is written just for them. This newly revised and expanded third edition of an Artech House bestseller offers invaluable insights and tips for every stage of the selling process. This third edition features a wealth of new material, including new chapters on business-driven discovery, white boarding, trusted advisors, and calculating ROI. This invaluable book equips new sales engineers with powerful sales and presentation techniques that capitalize on their technical background—all spelled out step-by-step by a pair of technical sales experts with decades of eye-popping, industry-giant success under their belt.


Author : Flemming Poulfelt
Thomas H. Olson
Publisher : Routledge
Release : 2017-09-01
Page : 452
Category : Business & Economics
ISBN 13 : 1317300580
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.


Author : Patrick Galvin
Publisher :
Release : 2016-03
Page : 104
Category : Customer relations
ISBN 13 : 9780982868089
Description :


Great relationships are the difference between success and failure in business. That's the lesson that Robert Hanson, owner of a struggling insurance agency, is about to learn. By following the advice of two surprising mentors and the natural connectors he meets through them, Robert uncovers powerful relationship-building secrets that have long eluded him-even though they were always in plain sight. As you follow the transformative journey of Robert and his business, you'll discover simple ways to cultivate relationships in the real world and online. Whether you're looking to move ahead in your career or grow a company, this book will galvanize you into action and provide a clear path to success. The new business parable from Patrick Galvin, 'The Connector's Way, ' builds on the relationship-building themes of classics such as 'The Go-Giver' by Bob Burg, 'The Greatest Salesman in the World' by Og Mandino, and 'How to Win Friends and Influence People' by Dale Carnegie.


Author : Andrew Sobel
Jagdish Sheth
Publisher : Simon and Schuster
Release : 2001-02-21
Page : 272
Category : Business & Economics
ISBN 13 : 0743215095
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.


Author : Mark Hunter
Matthew Hudson
Publisher : Createspace Independent Publishing Platform
Release : 2016-12-12
Page : 160
Category :
ISBN 13 : 9781541094697
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.


Author : John Care
Publisher :
Release : 2020-06-14
Page : 182
Category :
ISBN 13 : 9781099750397
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. **