The Trusted Advisor: 20th Anniversary Edition

David H. Maister · Robert M. Galford · Charles H. Green

Jun 2021 · Tantor Media Inc · Narrated by BJ Harrison

About this audiobook

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 twentieth 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 book is “a brilliant reminder for each of us to focus on the needs of those we are serving-clients, customers, colleagues" (Timothy A. Welsh, vice chair, Consumer and Business Banking, US Bancorp). 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 for anyone who must advise, negotiate, or manage complex relationships with others.

About the author

David H. Maister is widely acknowledged as the world's leading authority on the management of professional service firms. Beginning four decades ago, David has advised firms in a broad spectrum of professions, covering all strategic and managerial issues, spanning the globe. He lives in Boston, Massachusetts.

Robert M. Galford is a managing partner of the Center for Leading Organizations, where he works with senior executives at the intersection of strategy, organization, and leadership. He is coauthor of The Trusted Advisor, The Trusted Leader, Your Leadership Legacy, and Simple Sabotage.

Charles H. Green is a speaker and executive educator focused on trust in complex businesses and professional services firms. Charlie is founder and chairman of Trusted Advisor Associates. In addition to The Trusted Advisor, Charlie wrote Trust-Based Selling, and coauthored The Trusted Advisor Fieldbook.

Since iTunes named his as one of the top podcasts of 2007, BJ Harrison has continued to wow audiences. With more than 750 audiobooks to his credit, BJ has an astounding array of character voices, dialects, and accents at his fingertips, coupled with an impressive depth of interpretation.