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5.0 out of 5 stars A Journey of Self-Discovery

By Ricardo Mioon September 16, 2015

Format: Paperback | Verified Purchase

This is a very good book--thoughtful, provocative, instructive. Having said that, there is nothing new here, nothing that hasn't already been said before, in "How to Win Friends and Influence People," by Dale Carnegie. Carnegie's book is the "Bible" on how to build trust, sell the right way, manage effectively, resolve customer and employee disputes, and succeed in a highly-competitive and often hostile world. In the '80s, while working for a large mid-western company and assigned the task of changing the culture of our large retail organization, I must have read a hundred books on selling, negotiating, problem solving, how to get along with the boss, management, dispute resolution, etc., etc., and the basics were all the same, and available in Carnegie's marvelous book. Having said that, I recommend this book. It's pointed, it's filled with example after example on how to build trust--the cement of long-term client relationships--and it gets at the heart of the matter: to be successful, you must learn how to listen effectively, be transparent in your motives, be flexible and open to change, be dedicated and driven, and most of all, be humble. Humility is the key to self-control. Final note: I know people who read book after book looking for some secret message that will enable them to leap over mountains and achieve great success, career satisfaction, and personal achievement. They read books such as this one, miss the timeless lessons being illustrated, and move on to another book. Stop: what you're seeking is right here. This book has all the Dale Carnegie essentials: read it, study it, ponder it, and remember, it's not the destination that counts, it's the journey.

5.0 out of 5 stars Maister is the Master

By Andrew Silbermanon July 27, 2001

Format: Hardcover | Verified Purchase

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.

5.0 out of 5 stars A Wakeup Call

By Ericon July 13, 2015

Format: Paperback | Verified Purchase

If you were like me trained in sales in the 90s, you will come away unlearning everything you were taught, and wished this book came along years ago. This book just lays out how to build relationships for a business, not just one time sales. If you've ever received a pitch over the phone or in person, you can already see they didn't study you, your business, it's industry, or did any research before making the pitch. People appreciate someone coming to them knowing what is on the mind of the buyer NOT the seller. What's valuable to the buyer NOT the seller. Trust and credibity has to be build and maintained.One last thing, when asking a client for referrals, ask in a way that speaks to their self-interests first, not that of the seller. So many times, I read these books with so called tricks to get the client to set up an intro or give up a name. It's all about doing your homework throughly before you ask for anything from the prospect or the client.

Cold calling is not dead. The type of calling where you don't even sound like a real person, that's dead.

5.0 out of 5 stars Every professional should read it

By J. Leongon November 8, 2010

Format: Paperback | Verified Purchase

This is a good and practical book. I think every professional should read this book. It is not about being an advisor; it is about how to built and earn trust. As a professional, I was trained to focus on my specialized areas and thought that the technical competency and costs were the only two factors to get a business. It is true but not enough to survive in today's fast changing and competitive market. This book is a good reminder that trust is actually the most fundamental thing we need. Ironically, it was not taught in school or most of the professional training.The key take-away for me were:1. Trust is personal, not business. However, personal is not equal to "romance".2. After listening, don't jump to action. Instead, earn the right to advise first and do the "envisioning" together.3. A relationship manager can help build institutional trust between companies.4. Clients like to hear from us even after a project work. Give a client a call once in a while to show them we care about them and treasure our relationships.

5. Trust is the anchor for any business. It has to be earned, not given.

5.0 out of 5 stars An equation for trust . . .

By Dave Kinnearon May 29, 2009

Format: Paperback | Verified Purchase

This book is right on target. Anyone who desires to develop lasting relationships with clients will want to read this book. From the outset the authors hook the reader by establishing the three basic skills that a trusted advisor must have: (1) earning trust; (2) giving advice effectively; and (3) building relationships.

And it gets better as the book progresses. The concept of building trust is brought home in a succinct equation: T = (C + R + I)/S where T is trust, C is credibility, R is reliability, I is intimacy and S is self-orientation.I have found this simple equation to be most useful in gauging the strength of relationships built over the years. It also explains how frustratingly easy it is to lose the trust we've built up. Those who have difficulty maintaining long term solid relationships with friends or clients would do well to check their self-orientation. It is highly likely, if you're honest with yourself, that you are pretty much motivated by your own self-interest and that will come through to clients and friends - regardless of the words you speak or protestations to the contrary.

I wish I had come across this book (and the follow-on book by Charles Green, Trust-based Selling) years ago. It would have explained much about the success I had with clients as well as the failures that I suffered. This book will move the successful mentor/coach from the level of conscious incompetent to conscious competent and on to the ultimate goal of unconscious competent.

4.0 out of 5 stars Common Sense, Revealed

By Karon Kempon October 13, 2013

Format: Kindle Edition | Verified Purchase

There's the old saying, "Common sense, ain't".The Trusted Advisor is full of common sense ideas, reminders, and explanations as to why we are not more trusted by our clients. Purchased originally in kindle format, I've already ordered the print version to 're-read, highlight, and review.

Additionally, this book provides new insights to break through current issues with new and existing clients. Well worth the read.

5.0 out of 5 stars Great Guide for Relationship Building

By kim garretton February 6, 2017

Format: Paperback | Verified Purchase

The book is a nice guide book for existing consultants or those interested. I've been in consulting for six years with heavier client interaction recently. This book really drives home what you can improve on and how to go about strengthening your skill set. Tips are provided throughout the read with several easy to access places for reference. The authors tell you, tell you again, and then summarize with easy references to make sure the points stick with you. Read for better client and personal relationships.

5.0 out of 5 stars Absolutely brilliant

By Erik Gfesser VINE VOICE on September 26, 2008

Format: Paperback | Verified Purchase

Truly, the content that Maister, Green, and Galford provide in "The Trusted Advisor" is absolutely brilliant. The only other consulting text that comes to mind which meets the quality of this work is "The Secrets of Consulting", by Weinberg (see my review). And while "Secrets" is an incredibly informative and entertaining masterpiece, the three authors who collaborated for this piece have provided a great service to anyone involved with advising other individuals, regardless of profession. The step-by-step path that this book offers starts with perspectives on trust, followed by the road to trust building, and how to proceed once trust is achieved. Unlike many books of this genre, the authors (and editors) of "The Trusted Advisor" do not simply rehash the obvious, and their explanations never assume the background of the reader. This book is so well put together that it is difficult to determine where to start in terms of this review. Each chapter is focused, designed to answer a specific question, such as "Do you really have to care for those you advise?" or "How do you ensure clients are willing to do what it takes to solve their problems?" The introduction notes that the education of the authors "served [them] well, but nothing in it prepared [them] for the real world of trying to serve clients effectively. Along the way, [they] learned that becoming a good advisor takes more than having good advice to offer. There are additional skills involved, ones that no one ever teaches...that are critical to [one's] success. Most important, [they] learned that [one doesn't] get the chance to employ advisory skills until [they] can get someone to trust [them] enough to share their problems[.]" The authors also note in the introduction that the theme of this book is that "the key to professional success is not just technical mastery of one's discipline (which is, of course, essential), but also the ability to work with clients in such a way as to earn their trust and gain their confidence." In order to do this book justice, a write-up for a New Yorker book review would be in order since there is simply not enough space to write here. One specific aspect of this book this reviewer appreciated is all the lists throughout the book (39 in total) that are also contained in a comprehensive appendix. For example, the first chapter immediately lists the 16 benefits one might obtain when trust is established with clients, followed by the 22 traits trusted advisors have in common. The figures provided in each chapter are also very effective, starting with Figure 2.1 that helps visualize the path from subject matter or process expert to trusted advisor that consists of increasing breadth of business issues and depth of personal relationship. Many examples are presented to illustrate the discussions of each chapter, and suggested variations on how to word advice are also liberally provided to the reader. Chapters 15 and 16 were especially well done. The first lists some of the difficulties the authors hear about the trusted advisor role, followed by a point-by-point examination of each. For example, "Professional services firms often breed a culture of content expertise and mastery. (We're taught that content is all.)" and "My client wants me to focus on the work at hand; he or she doesn't want to see me about anything else." The latter chapter discusses 9 difficult client types, and how to respond, such as the "I'll Get Back to You" client and the "Just Like, You Know, Come On" client. Highly recommended.

Category: Advisor

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