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The Trusted Advisor Paperback – Oct 9 2001


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Product Details

  • Paperback: 256 pages
  • Publisher: Free Press; 1st Printing edition (Oct. 9 2001)
  • Language: English
  • ISBN-10: 0743212347
  • ISBN-13: 978-0743212342
  • Product Dimensions: 21.5 x 14 x 1.6 cm
  • Shipping Weight: 249 g
  • Average Customer Review: 4.4 out of 5 stars  See all reviews (12 customer reviews)
  • Amazon Bestsellers Rank: #19,608 in Books (See Top 100 in Books)
  • See Complete Table of Contents


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LET'S START WITH A QUESTION: What benefits would you obtain if your clients trusted you more? Read the first page
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Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
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3 of 4 people found the following review helpful By Michael Shortt on Aug. 18 2012
Format: Paperback Verified Purchase
This book came highly recommended to me by a work colleague, so highly in fact that I bought a copy for myself and a second copy as a gift item. Sadly, after having read the book, I can't understand what he saw in it. This book is disappointing because it promises the world, then delivers very little beyond platitudes and common sense.

Some books do a great job teaching common sense because they convey information we "already knew" in a way that makes us see things differently, or that sticks in our head so that we actually implement common sense, instead of saying "I knew" that and continuing old patterns of behaviour. "How to Win Friends and Influence People" is a great example of a book that teaches common sense in a way that will actually change how you act and how you think. By contrast, this book tells you things you already know in uninsightful and uninspiring ways.

An example of how the book fails to deliver is the chapter on cross selling. This is a very important issue for many professionals, and something is specific enough that an author should be able to give lots of practical, useful advice. Instead, the chapter is a only dozen pages long, and almost all of it is taken up with a discussion of how hard cross-selling is. I know this already, and even if I didn't, telling me it's hard doesn't help me do anything about it or improve my practice. The chapter closes with 1-2 paragraphs referring the reader to their general system of trust-building. That's not useful advice, it's specific, and it's not actionable. If you write a chapter on cross-selling, I expect you to tell me how to cross-sell. Not that I should have already figured it out from the rest of the book.

Speaking of their general system of trust-building...
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3 of 3 people found the following review helpful By Andrew Silberman on July 27 2001
Format: Hardcover
My introduction to David Maister came from the former managing director of Burson-Marteller's Tokyo office, who recommended True Professionalism. That book became one of the "required readings" for my training company's staff. Since True Professionalism, I've read Managing the Professional Service Firm and found it heavy, over-detail-oriented and difficult to apply. Now comes The Trusted Advisor (with other authors) and I can say without a doubt this best book on trust development I've read--putting real meat in those abstract concepts like "credibility." His chapter where he introduces the equation where Trust = Credibility + Reliability + Intimacy, all divided by Self-orientation, would be worth the price of the book. No, there probably is nothing new under the sun, but Maister in this book (and in Practice What You Preach, another gem) provides the keys to create better results for clients, and shows us how to turn those keys to start the engine. If there were 10 stars to give, I'd rate this a 10.
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2 of 2 people found the following review helpful By J. Murphy on Jan. 10 2002
Format: Paperback
Whether you are in sales, are an attorney, or providing any kind service or intangible, this is a great book. If you think you've read all the client oriented, consulting oriented "sales and success" books - but haven't read this ... then you are never going to be at the top of your field. This book is about bringing real authenticity to the relationships with your clients. Client executives can smell a sneak or a fraud a mile away. Today, business is more competitive than ever, making losing a client relationship a crime. Knowing how to keep a client, build a relationship and continue nuturing it, is an art. Maister points to great examples and gets you to thinking ... "if only I'd done that ..." or "next time I'll ...". This is a thinking persons book, one to be reviewed over again through the course of your career, but only if you want to be among the "trusted few" with seasoned, senior executives. Other great books along this line I recommend are: any of Maisters books, Patrick McKenna's material (see their web pages too), and Clients for Life by Andrew Sobel.
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Format: Hardcover
An experienced colleague recommended this book to me at a conference. The title simply does not do this book justice but I bought it anyway. If you ever wondered how some consultants and professionals do such a good job obtaining and keeping clients, then READ THIS BOOK.
I have recommended this book to all my clients and they agree. More importantly, very few so-called "advisors" do what this book explains clearly. Tremendous resource for any professional but many very powerful techniques to help you close contracts without sounding like a used car salesman. The case studies and examples hit home and force you to stop and think about your own style.
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Format: Hardcover
Here is a good book, that clearly and accurately describes how to master a difficult skill. As an IT consultant I found this book to be immediately helpful in furthering my consulting skills.
This book takes the reader through the entire process of moving from "Subject Matter Expert" to Trusted Advisor. It accurately describes the benefits of this role for any professional rendering services. This might help one to justify training in this area to one's superiors.
I was continually impressed with the how the book dealt with the topic of honesty. Clearly we all strive to be trustworthy, however when that alone is the goal one might be prone to dishonesty to create an illusion for the client to trust. I felt this book gave real guidance on how to proceed, without having to walk a fine line.
I find this book to be of most value to an experienced professional/consultant, looking to hone an skill. It is of less value (but certainly some value) to new-comer to these types of skills. A better book for a new-comer would be "Managing the Professional Services Firm" by David Maister. That said, this book is worth much more than ~[price], buy it.
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