ISBN 10: 140016222X / ISBN 13: 9781400162222
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Riassunto: 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 your discipline is not enough, assert world-renowned 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. The creation of trust is what earns the right to influence clients; trust is also at the root of client satisfaction and loyalty. The workings of trust are even more critical in the new economy than in the old. Maister, Green, and Galford enrich our understanding of trust-yet they have also written a deeply practical book. 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. The book is peppered with pragmatic "top ten" lists aimed at improving advisors' effectiveness that can be put to use instantly. This book will be welcomed by the inexperienced advisor and the most seasoned expert alike. The authors use anecdotes, experiences, and examples-successes and mistakes, their own and others'-to great effect. Though they use the professional services advisor/client paradigm throughout the book, their prescriptions have resonance for other trust-reliant situations-selling, customer relationship management, and internal staff functions like HR and information technology. The result is a tour de force-brilliant, penetrating, unique. It is essential listening for anyone who must advise, negotiate, or manage complex relationships with others.

Review: David Maister, Charles Green, and Robert Galford--consultants on professional-service management and customer-relation issues--believe nobody can become successful as a business guru until they first gain the confidence of their clients. In The Trusted Advisor, the authors effectively build their case through anecdote and illustration, then relay a solid series of relevant suggestions applicable to both would-be consultants and those already active in the field. Among their most potent suggestions is a practical, five-step development process that encourages outsiders to engage clients by focusing attention on the issues and individuals at hand; listening both to what they say and what they leave unsaid; framing the immediate problem from their perspective; envisioning with them how a solution might appear; and committing jointly to the actions and resources that will bring it about. Also particularly useful is the examination of trust-building during four phases of a client-advisor alliance: at the time the relationship is consummated; during the assignment; after the assignment; and when "cross-selling," or establishing affiliations with the customer's associates. Boosting its utility, the book is filled with concise, easily adopted tips like "return phone calls unbelievably fast" and "always tell the truth and not what the client wants to hear." --Howard Rothman

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Robert M. Galford (author), Charles H. Green (author), David H. Maister (author), Kent Cassella (narrator)
Editore: Tantor Media, Inc. 2009-08-06, Old Saybrook (2009)
ISBN 10: 140016222X ISBN 13: 9781400162222
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Descrizione libro Tantor Media, Inc. 2009-08-06, Old Saybrook, 2009. audio CD. Condizione libro: New. Codice libro della libreria 9781400162222

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David H. Maister, Charles H. Green, Robert M. Galford
Editore: Tantor Media, Inc, United States (2009)
ISBN 10: 140016222X ISBN 13: 9781400162222
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Descrizione libro Tantor Media, Inc, United States, 2009. CD-Audio. Condizione libro: New. Unabridged edition. Language: English . Brand New. 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 your discipline is not enough, assert world-renowned 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. The creation of trust is what earns the right to influence clients; trust is also at the root of client satisfaction and loyalty. The workings of trust are even more critical in the new economy than in the old. Maister, Green, and Galford enrich our understanding of trust-yet they have also written a deeply practical book. 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. The book is peppered with pragmatic top ten lists aimed at improving advisors effectiveness that can be put to use instantly. This book will be welcomed by the inexperienced advisor and the most seasoned expert alike. The authors use anecdotes, experiences, and examples-successes and mistakes, their own and others -to great effect. Though they use the professional services advisor/client paradigm throughout the book, their prescriptions have resonance for other trust-reliant situations-selling, customer relationship management, and internal staff functions like HR and information technology. The result is a tour de force-brilliant, penetrating, unique. It is essential listening for anyone who must advise, negotiate, or manage complex relationships with others. Codice libro della libreria AAC9781400162222

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David H. Maister, Charles H. Green, Robert M. Galford
Editore: Tantor Media, Inc, United States (2009)
ISBN 10: 140016222X ISBN 13: 9781400162222
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Descrizione libro Tantor Media, Inc, United States, 2009. CD-Audio. Condizione libro: New. Unabridged edition. Language: English . Brand New. 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 your discipline is not enough, assert world-renowned 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. The creation of trust is what earns the right to influence clients; trust is also at the root of client satisfaction and loyalty. The workings of trust are even more critical in the new economy than in the old. Maister, Green, and Galford enrich our understanding of trust-yet they have also written a deeply practical book. 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. The book is peppered with pragmatic top ten lists aimed at improving advisors effectiveness that can be put to use instantly. This book will be welcomed by the inexperienced advisor and the most seasoned expert alike. The authors use anecdotes, experiences, and examples-successes and mistakes, their own and others -to great effect. Though they use the professional services advisor/client paradigm throughout the book, their prescriptions have resonance for other trust-reliant situations-selling, customer relationship management, and internal staff functions like HR and information technology. The result is a tour de force-brilliant, penetrating, unique. It is essential listening for anyone who must advise, negotiate, or manage complex relationships with others. Codice libro della libreria AAC9781400162222

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David H. Maister
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Descrizione libro MP3 CD. Condizione libro: New. MP3 CD. 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 your discipline is.Shipping may be from multiple locations in the US or from the UK, depending on stock availability. 0.091. Codice libro della libreria 9781400162222

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David H. Maister
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Descrizione libro Tantor. No binding. Condizione libro: New. MP3 CD. Dimensions: 7.6in. x 5.3in. x 0.6in.In todays fast-paced networked economy, professionals must work harder than ever to maintain and improve their business skills and knowledge. But technical mastery of your discipline is not enough, assert world-renowned 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. The creation of trust is what earns the right to influence clients; trust is also at the root of client satisfaction and loyalty. The workings of trust are even more critical in the new economy than in the old. Maister, Green, and Galford enrich our understanding of trustyet they have also written a deeply practical book. 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 stepengage, listen, frame, envision, and commitis richly described in distinct chapters. The book is peppered with pragmatic top ten lists aimed at improving advisors effectiveness that can be put to use instantly. This book will be welcomed by the inexperienced advisor and the most seasoned expert alike. The authors use anecdotes, experiences, and examplessuccesses and mistakes, their own and othersto great effect. Though they use the professional services advisorclient paradigm throughout the book, their prescriptions have resonance for other trust-reliant situationsselling, customer relationship management, and internal staff functions like HR and information technology. The result is a tour de forcebrilliant, penetrating, unique. It is essential listening for anyone who must advise, negotiate, or manage complex relationships with others. This item ships from multiple locations. Your book may arrive from Roseburg,OR, La Vergne,TN. MP3 CD. Codice libro della libreria 9781400162222

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David H. Maister
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Descrizione libro Tantor Media, Inc, 2009. MP3 CD. Condizione libro: Brand New. mp3 una edition. 7.25x5.50x0.75 inches. In Stock. Codice libro della libreria x-140016222X

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Robert M. Galford; Charles H. Green; David H. Maister
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Descrizione libro Tantor Audio, 2009. MP3 CD. Condizione libro: New. book. Codice libro della libreria 140016222X

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Galford, Robert M.; Green, Charles H.; Maister, David H.
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Descrizione libro Tantor Audio. MP3 CD. Condizione libro: New. 140016222X Special order direct from the distributor. Codice libro della libreria ING9781400162222

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Robert M. Galford
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ISBN 10: 140016222X ISBN 13: 9781400162222
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Descrizione libro Tantor Audio, 2009. MP3 CD. Condizione libro: Good. MP3 - Unabridged CD. Ships with Tracking Number! INTERNATIONAL WORLDWIDE Shipping available. May not contain Access Codes or Supplements. Buy with confidence, excellent customer service!. Codice libro della libreria 140016222X

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