The Trusted Advisor Fieldbook Download Ebook PDF Epub Online

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 : 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 : 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 : 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 : Peter Block
Andrea Markowitz
Publisher : John Wiley & Sons
Release : 2012-03-21
Page : 480
Category : Business & Economics
ISBN 13 : 0470927054
Description :


Don't venture into the consulting field without this essential Fieldbook & Companion! Following on the heels of the best-selling Flawless Consulting, Second Edition comes The Flawless Consulting Fieldbook and Companion. Whether you work as a consultant or you work with consultants, this relentlessly practical guide will be your best friend as you discover how consulting influences your business- and real life-decisions and those of others. The Flawless Consulting Fieldbook and Companion is packed with: Sample scenarios Case studies Client-consultant dialogues Hands-on tools Action plans Implementation checklists "Wow! A companion a business owner can't be without! The insights of 30 consultants the caliber of Peter Block is priceless." --Sue Mosby, principal, CDFM2 Architecture Inc. "This book is a companion piece for both the desktop and bedside of those who do consulting full time or in their role as leader. I plan to keep this book close to me to both guide and inspire my work." --Phil Harkins, president, Linkage, Inc.


Author : Kristi Hedges
Publisher : AMACOM
Release : 2017-01-10
Page : 240
Category : Business & Economics
ISBN 13 : 0814437869
Description :


When some people speak, everyone listens. When they need commitment to projects, others jump on board. They just seem to have that indescribable “presence”--a subtle magnetic field around them wherever they go that signals authority and authenticity and attracts disciples with ease. Wouldn’t it be incredible if doors opened as effortlessly for you? How amazing would it be if you could command the room like they do? You don’t have to wonder; you can make it happen!Everyone, regardless of position or personality, can strengthen their presence. The Power of Presence shows how. The key is to cultivate the communication aptitude, mental attitude, and unique leadership style needed to connect with and motivate others. Filled with strategies, exercises, and personal stories from years spent coaching leaders, communications expert Kristi Hedges explains how to:• Build relationships based on trust• Rid yourself of limiting behaviors• Embody the values you are trying to convey• Explore how others see you and correct misperceptions• Communicate in way that inspire• And moreEveryone recognizes a commanding presence when they see it, and soon they’ll see it in you!


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 : Jamie Waller
Publisher : Harriman House Limited
Release : 2018-09-12
Page : 244
Category : Business & Economics
ISBN 13 : 0857197142
Description :


Forget the hype and the sexy headlines, this is where you’ll make your fortune. In this revealing new book Jamie Waller, entrepreneur and self-made multimillionaire, shows how you don’t need to come up with some amazing new invention or app, or raise millions, to be a business success. What you need is hard work and determination. And you need to be looking for a business idea that is pretty unsexy if you really want to make it big. We’re talking about businesses that collect debts, sell sofas or ship goods – real, solid businesses that you probably use all the time. They won’t grab the headlines, but they can make you very, very rich. And that’s what makes unsexy so attractive. These are ordinary businesses made extraordinary by the people behind them and their commitment to taking their businesses to the top. Jamie has spoken to 11 amazing entrepreneurs who have created just this type of business and in face-to-face interviews he uncovers the secrets to their successes and gets firsthand accounts of their compelling, and sometimes dramatic, business stories. Jamie also tells his own inspirational story, of how he took his debt collection business from nothing to £33 million, facing stabbings and having a gun pointed at him along the way. Discover how you too can make it really big by ignoring the glitz and glamour and building your own unsexy business. Unsexy Business features: Mike Clare, Dreams | Matt Storey, M&M Supplies | Lara Morgan, Pacific Direct | Reginald Larry-Cole, Buy2Let Cars | Rami Ranger, Sun Mark | Thomas Delgado, WeBuyCarsToday.com | Harry Clarke, RingGo | Kate Lester, Diamond Logistics | Nick Broom, PVL | Charlie Mullins, Pimlico Plumbers | Martyn Dawes, Coffee Nation


Author : Caroline Turner
Publisher : Greenleaf Book Group
Release : 2012-01
Page : 190
Category : Business & Economics
ISBN 13 : 1936909138
Description :


The evidence is clear: Inclusive cultures and businesses with gender diversity in leadership get better results. Yet women still aren't proportionally represented within the upper ranks of business. This problem has a big price tag, and solving it has a big payoff. Difference Works offers a unique solution by giving leaders and managers the ability to understand and appreciate different approaches to work-and so increase engagement and performance.Combining her own experience as a C-level executive with extensive research and insights on workplace behavior, Caroline Turner provides powerful and practical tools to change any business environment for the better. Readers will gain the profound understanding that difference works.


Author : Tom McMakin
Doug Fletcher
Publisher : John Wiley & Sons
Release : 2018-03-13
Page : 272
Category : Business & Economics
ISBN 13 : 111943470X
Description :


The real-world guide to selling your services and bringing in business How Clients Buy is the much-needed guide to selling your services. If you're one of the millions of people whose skills are the 'product,' you know that you cannot be successful unless you bring in clients. The problem is, you're trained to do your job—not sell it. No matter how great you may be at your actual role, you likely feel a bit lost, hesitant, or 'behind' when it comes to courting clients, an unfamiliar territory where you're never quite sure of the line between under- and over-selling. This book comes to the rescue with real, practical advice for selling what you do. You'll have to unlearn everything you know about sales, but then you'll learn new skills that will help you make connections, develop rapport, create interest, earn trust, and turn prospects into clients. Business development is critical to your personal success, and your skills in this area will dictate the course of your career. This invaluable guide gives you a set of real-world best practices that can help you become the rainmaker you want to be. Get the word out and make productive connections Drop the fear of self-promotion and advertise your accomplishments Earn potential clients' trust to build a lasting relationship Scrap the sales pitch in favor of honesty, positivity, and value Working in the consulting and professional services fields comes with difficulties not encountered by those who sell tangible products. Services are often under-valued, and become among the first things to go when budgets get tight. It is now harder than ever to sell professional services, so your game must be on-point if you hope to out-compete the field. How Clients Buy shows you how to level up and start winning the client list of your dreams.


Author : Michael R. Farley
Publisher : iUniverse
Release : 2011-01-14
Page : 108
Category : Fiction
ISBN 13 : 1450282873
Description :


After Pandemonium and Chaos endure an arduous journey from Greece to America, they soon discover they are expecting a package from the ubiquitous stork of legend. But little do they know that the ill wind that blew in the stork is an ominous harbinger of things to come. Saradopoulos officially arrives at 12:01 a.m. on Friday the thirteenth. The first twenty-five pound baby with a full set of teeth, she is quickly named Sarah for practical purposes. After Sarah bites a nurses finger clean off with her enormous set of choppers, word spreads about the unique child; she is immediately isolated, provided with a custom-made muzzle, and ushered out of the hospital in the dark of the night so as to avoid the crush of curious onlookers. Despite several attempts by her parents to abandon her, Sarah manages to grow up, attend law school, marries, and become an attorney. In this tongue-in-cheek, satirical tale, Sarah throws herself headfirst into a life filled with adventure, a band of misfit friends, and a never-ending quest to be normal in what turns out to be a very abnormal world.


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 : Glen Urban
Publisher : Pearson Education
Release : 2005-05-11
Page : 256
Category : Business & Economics
ISBN 13 : 013271616X
Description :


Traditional "push/pull" marketing no longer works. Even highly-touted customer relationship initiatives are failing. Smart companies are pioneering an entirely new route to higher margins and sustainable competitive advantage: customer advocacy. This book reveals how it works, why it works, and how to make it work for your company. In today's environment, you must build unprecedented trust among customers who have more information, options, and sophistication than ever. You must transcend "relationship marketing" to focus on maximizing customer interests and deepening customer partnerships. It's not easy. But if you do it, you gain immense opportunities your competitors simply can't touch. Glen Urban offers a complete blueprint for getting there. You'll learn how to improve on all eight elements of customer advocacy, from transparency to partnership. Urban answers frequently asked questions about advocacy strategies, helping you identify and overcome your most significant obstacles. Then, drawing on new case studies, he shows how to align culture, metrics, incentives, and organization, driving effective advocacy throughout your entire organization.


Author : Center for Creative Leadership (CCL)
Gene Klann
Publisher : John Wiley & Sons
Release : 2011-08-24
Page : 32
Category : Business & Economics
ISBN 13 : 1118155289
Description :



Author : Amir Hartman
Publisher : FT Press
Release : 2004
Page : 223
Category : Business & Economics
ISBN 13 : 9780131018846
Description :


Hartman, author of the bestselling "NETREADY," identifies the central ingredients that help certain companies to get beyond the wall and thrive--and shows how to instill these ingredients in an organization.


Author : Jim Highsmith
Linda Luu
Publisher : Addison-Wesley Professional
Release : 2019-08-02
Page : 256
Category : Computers
ISBN 13 : 0135263581
Description :


EDGE: The Agile Operating Model That Will Help You Successfully Execute Your Digital Transformation “[The authors’] passion for technology allows them to recognize that for most enterprises in the 21st century, technology is THE business. This is what really separates the EDGE approach. It is a comprehensive operating model with technology at its core.” —From the Foreword by Heidi Musser, Executive Vice President and Principal Consultant, Leading Agile; retired, Vice President and CIO, USAA Maximum innovation happens at the edge of chaos: the messy, risky, and uncertain threshold between randomness and structure. Operating there is uncomfortable but it’s where organizations “invent the future.” EDGE is a set of fast, iterative, adaptive, lightweight, and value-driven tools to achieve digital transformation, and EDGE: Value-Driven Digital Transformation is your guide to using this operating model for innovation. Jim Highsmith is one of the world’s leading agile pioneers and a coauthor of the Agile Manifesto. He, Linda Luu, and David Robinson know from their vast in-the-trenches experience that sustainable digital transformation requires far more than adopting isolated agile practices or conventional portfolio management. This hard, indispensable work involves changing culture and mindset, and going beyond transforming the IT department. EDGE embraces an adaptive mindset in the face of market uncertainty, a visible, value-centered portfolio approach that encourages continual value linkages from vision to detailed initiatives, incremental funding that shifts as strategies evolve, collaborative decision-making, and better risk mitigation. This guide shows leaders how to use the breakthrough EDGE approach to go beyond incremental improvement in a world of exponential opportunities. Build an organization that adapts fast enough to thrive Clear away unnecessary governance processes, obsolete “command and control” leadership approaches, and slow budgeting/planning cycles Improve collaboration when major, fast-paced responses are necessary Continually optimize investment allocation and monitoring based on your vision and goals Register your product for convenient access to downloads, updates, and/or corrections as they become available. See inside book for details.


Author : Lesley Everett
Publisher :
Release : 2004
Page : 210
Category :
ISBN 13 : 9780954893507
Description :



Author : Andrew Sobel
Publisher : John Wiley & Sons
Release : 2020-03-25
Page : 256
Category : Business & Economics
ISBN 13 : 1119619114
Description :


World-renowned client relationship authority shows you how to dramatically grow your business by mastering fourteen critical client development challenges Andrew Sobel, author of the international bestsellers Clients for Life and Power Questions, offers a proven,100-day plan for conquering 14 tough client development challenges and growing your client base in any market conditions. He’s encapsulated 25 years of unique research, including personal interviews with over 8000 top executives and successful rainmakers, into a practical roadmap for winning more new clients and growing your existing relationships. You’ll learn specific strategies to move confidently and predictably from a first meeting to a signed contract, and discover the agenda-setting techniques that create a steady stream of sole-source business. You’ll master the art of reframing client requests, leading to broader, higher-impact engagements. You’ll dramatically sharpen your ability to ask the powerful questions that can transform your client relationships. And, you’ll learn to develop advisory relationships with influential C-suite executives. Andrew illustrates each weekly challenge with real-life examples drawn from thousands of executive meetings. He shares success strategies from having grown and led three highly successful professional service businesses. Andrew has taught these strategies to over 50,000 professionals around the world, and they’re now available to you in this highly readable, portable masterclass. Whether you are early in your career and need a comprehensive guide to grow your client base from the ground up or are a seasoned practitioner who wants to accelerate your business growth, It Starts With Clients will take you to the next level.


Author : Lynda Resnick
Francis Wilkinson
Publisher : Currency
Release : 2009-02-17
Page : 224
Category : Business & Economics
ISBN 13 : 0385529422
Description :


NATIONAL BESTSELLER POM Wonderful. FIJI Water. Teleflora. The Franklin Mint. Lynda Resnick's marketing triumphs read like an encyclopedia of branding. She is the smartest and hardest-working marketing brain in the business - the kind of marketer who can sell "ice sculptures to Eskimos." But her brilliant ideas aren't simply the result of random inspiration; they're the products of a systematic approach to marketing that any company -- large or small -- can adapt to achieve success. In RUBIES IN THE ORCHARD, she divulges her secrets for creating some of the world's most memorable and iconic brands, and the bull's-eye strategies to sell them. Resnick believes that every company can find "rubies" in its orchard, elements of intrinsic value that consumers will desire. Here, she shows how every successful marketing campaign begins with uncovering these hidden gems, and communicating their value honestly and transparently to the consumer. Through Resnick's behind-the-scenes narrative, we learn the secrets of her extraordinary successes, including: POM Wonderful, the wildly popular 100% pomegranate juice that created an entirely new product category out of a fickle and obscure fruit; and FIJI Water, a fledgling brand she transformed into the #1 premium bottled water in America, with sales that have increased 300% since 2004. A born marketer, Resnick shares tales from a remarkable life, from opening her own ad agency at age 19 to the time she famously overpaid for Jackie Kennedy's pearls at auction, then transformed her "mistake" into tens of millions in sales for the Franklin Mint. Here for the first time, Resnick reveals her systematic approach to breaking through marketplace clutter and consumer cynicism, and creating blockbuster brands with true staying power.


Author : Ronald J. Schiller
Publisher : R&L Education
Release : 2013-10-21
Page : 162
Category : Education
ISBN 13 : 1610489365
Description :


Until recently, the chief development officer (CDO) has focused primarily, if not exclusively, on fundraising. In the past two decades, largely in response to greater demand and competition for fundraising revenue, the responsibilities and corresponding required competencies of CDOs have evolved. Today’s CDOs play senior, strategic leadership roles in their organizations. The Chief Development Officer: Beyond Fundraising is a guide to those preparing for the role of CDO and to those charged with selecting, appointing, and supporting CDOs. It includes nine chapters, each presenting a role beyond frontline fundraising and fundraising program management in which today’s successful CDO excels. There are many wonderful development leaders and many wonderful nonprofit organizations, but not always the best ‘marriages’ between leaders and organizations. The immediate goal of this book is better ‘marriages,’ supporting an ultimate goal of continued health and growth of nonprofit organizations and the essential contributions they make to a civil society.