The Trusted Advisor

The Trusted Advisor

In this straightforward guide, Maister, Green and Galford show readers that the key to professional success goes well beyond technical mastery or expertise.

Author: David H. Maister

Publisher: Simon and Schuster

ISBN: 9781471109645

Category: Business & Economics

Page: 224

View: 103

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.
Categories: Business & Economics

The Trusted Advisor 20th Anniversary Edition

The Trusted Advisor  20th Anniversary Edition

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.

Author: David H. Maister

Publisher: Free Press

ISBN: 1982157100

Category: Business & Economics

Page: 256

View: 972

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.
Categories: Business & Economics

The Trusted Advisor Fieldbook

The Trusted Advisor Fieldbook

This pragmatic workbook delivers everyday tools, exercises, resources, and actionable to-do lists for the wide range of situations a trusted advisor inevitably encounters.

Author: Charles H. Green

Publisher: John Wiley & Sons

ISBN: 9781118163641

Category: Business & Economics

Page: 288

View: 247

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.
Categories: Business & Economics

The Trusted Advisor Sales Engineer

The Trusted Advisor Sales Engineer

This is not one of those tiny 40 page eBooks.

Author: John Care

Publisher:

ISBN: 1099750393

Category:

Page: 182

View: 718

Sales and Sales Engineering leaders across the world have used the Trusted Advisor label hundreds of times over the past twenty years. Yet it really doesn't mean that much without a lot of explanation. You may be thinking about some of these questions right now. Becoming a Trusted Advisor is not as simple as it sounds, which is why so many organizations either never try, or make a half-hearted effort. Trusted Advisor - two words, five syllables and fifteen letters hide a massive complexity. For the first time ever, there is now a book specifically designed to start the individual Sales Engineer on the journey to becoming a Trusted Advisor. Section One covers how to define and actually measure trust with your clients. Section Two looks at the practical aspects involved in building trust through Discovery, Presentations, Demos and all the other standard activities of an SE. Section Three examine how to get started and put it all into practice - both for individuals and for SE teams. This is not one of those tiny 40 page eBooks. It's over 150 pages of thoughts, ideas, best practices and real life examples based on dozens of clients and thousands of students who have already taken the workshop.** Note the 2020 Paperback version is a reformatted version of the original eBook with a only few minor edits and updates. **
Categories:

The Role of the IMF as Trusted Advisor

The Role of the IMF as Trusted Advisor

Key to achieving such traction is the relationship between Fund staff and member country authorities, together with the quality of the advice and members' confidence in it. That is, the Fund needs to be seen as a trusted advisor.

Author: Nancy Louise Wagner

Publisher:

ISBN: 147557309X

Category: Political Science

Page: 50

View: 987

The IMF carries out its mandate to foster macroeconomic stability and thereby facilitate prosperity by promoting the adoption of sound policies and international cooperation. Ultimately, the means to achieve these goals is to have Fund policy advice translated into concrete action. Key to achieving such traction is the relationship between Fund staff and member country authorities, together with the quality of the advice and members' confidence in it. That is, the Fund needs to be seen as a trusted advisor. This evaluation examines in what circumstances the Fund is viewed as a trusted advisor to its member countries. It uses evidence gathered since 2005, but emphasizes the period since the onset of the global crisis in 2007–08. Because the concept of trusted advisor is “in the eyes of the beholder,” the evaluation derives the main attributes from country authorities themselves
Categories: Political Science

Ignite Your Leadership Expertise

Ignite Your Leadership Expertise

It's well within your reach, even if you're a new, young or relatively inexperienced leader.Drawing on over a decade of leadership and consulting experiences, Nathan Magnuson shares how to identify the leadership expertise you already ...

Author: Nathan Magnuson

Publisher:

ISBN: 1723841579

Category:

Page: 74

View: 399

How would you like to be the next leadership expert? Even more, how would you like others to value and seek your input? It's well within your reach, even if you're a new, young or relatively inexperienced leader.Drawing on over a decade of leadership and consulting experiences, Nathan Magnuson shares how to identify the leadership expertise you already possess, how to proactively and strategically develop it for deeper impact and how to confidently share it with others in a way that keeps them coming back for more. The world is crying out for positive leadership examples to follow. Will you accept the challenge?
Categories:

The Art of Influence Simplified

The Art of Influence Simplified

The Goal: Mastering the Art of Influence to Earn and Retain More Business Doing business in an environment that is increasingly digital and competitive means your approach to selling needs to evolve.

Author: Gregg Baron

Publisher:

ISBN: 0692587977

Category:

Page: 62

View: 790

The Goal: Mastering the Art of Influence to Earn and Retain More Business Doing business in an environment that is increasingly digital and competitive means your approach to selling needs to evolve. You've noticed the way people buy has been evolving for some time. Has your approach to earning and retaining business gotten out in front of the changes in your space? (What would your prospects and customers say?) Do you or your sales team have the specific insights, strategies and practices that get real traction in this environment of information overload? Sales professionals who master the art of influence can truly become trusted advisors who develop ongoing profitable customer relationships that lead directly to more repeat and referral business. Discover the key insights and mindset needed to effectively influence prospects and customers. If you are a sales leader with a team that needs to turn the way you sell into a competitive advantage consider these three steps. These steps map the high level path to becoming competent and ultimately masterful at the art of positively influencing your customers and prospects. Step 1: Dramatically increase your focus and efforts on the value your prospects and customers actually care about. Link your outcomes to their agenda, priorities, expectations, preferences, needs and wants. Design and deliver an experience with you that positively changes the way they feel. Step 2: On every level manage anxiety and confidence (yours and the customers). A critical aspect of managing anxiety is making the complex simple and the difficult easy for them. Step 3: Most importantly make the invisible visible. Facilitating the shift from however they are currently seeing a situation, to a new perspective is where the magic happens. Humans make new choices only when they have a new perspective. If you potentially would like assistance with enhancing your sales team's effectiveness we would like to listen. A no obligation exploration of your situation starts by sending an email to: [email protected] or call 813.989.9900 and we will take it from there.
Categories:

True Professionalism

True Professionalism

David Maister's message is a recipe for success and for professional satisfaction making TRUE PROFESSIONALISM a worthy successor to his previous writings.

Author: David H. Maister

Publisher: Simon and Schuster

ISBN: 9781471108518

Category: Business & Economics

Page: 224

View: 709

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.
Categories: Business & Economics

Trusted Advisors

Trusted Advisors

Author: Richard F. Chambers

Publisher:

ISBN: 0894139819

Category: Auditing, Internal

Page: 143

View: 483

Categories: Auditing, Internal

Family Enterprise

Family Enterprise

In addition to the advisor and the consultant, there is another person to whom the
client will often turn first for advice—the trusted advisor. This person has a special
personal relationship with the client. The trusted advisor's role is to provide a ...

Author: The Family Firm Institute, Inc

Publisher: John Wiley & Sons

ISBN: 9781118730911

Category: Business & Economics

Page: 192

View: 426

A thorough explanation of how family enterprises work The family enterprise, whether an operating business, a family office, or both, is the backbone of the US and international economies. These enterprises cut across industries and geographies and can be first-generation entrepreneurial companies or multi-generational businesses with family offices. This book offers a foundation in and understanding of how family enterprises work, including working definitions and the key characteristics of family enterprises, as well as useful concepts for working with and in family enterprises, either as a professional or as a family member. Written by the experts at the Family Firm Institute, a global network of professionals, educators, researchers, and owners of family enterprises An ideal resource for professionals in law, finance, management, and behavioral science, family office and fund managers, and others interested in an multidisciplinary approach to this field
Categories: Business & Economics

Why Should the Boss Listen to You

Why Should the Boss Listen to You

to become a trusted strategic advisor, and receive guidance on developing those
skills; you will also gain a better understanding of what is expected of you and
how to meet those expectations. To be more specific, in Part One of this book,
you ...

Author: James E. Lukaszewski

Publisher: John Wiley & Sons

ISBN: 1118041127

Category: Business & Economics

Page: 240

View: 125

This is a book about gaining influence and becoming a key trusted advisor. It is for everyone who advises leaders and senior managers (accounting, finance, human resources, IT, law, marketing, public relations, security, and strategic planning) and for outside consultants in these functional staff areas. It’s also for operations people yearning to finally be heard and heeded by their boss.
Categories: Business & Economics

Own the Room Business Presentations that Persuade Engage and Get Results

Own the Room  Business Presentations that Persuade  Engage  and Get Results

If someone is going to present alone instead of with a team, trusted advisor
includes both big picture and detail. Professionals in the service industry often
refer to themselves as trusted advisors. Lawyers; CPAs; insurance brokers;
investment ...

Author: David Booth

Publisher: McGraw Hill Professional

ISBN: 9780071628808

Category: Business & Economics

Page: 288

View: 954

Don't Just Present. Persuade, Inspire, and Perform! Powerhouse presentations that engage and move your audience Imagine if every presentation received rapt attention and buy-in from the audience. Start getting these results with Own the Room, featuring the renowned Eloqui Method-innovative techniques that leave boring behind. Research shows a memorable presentation is a combination of stirring your audience's emotions while appealing to its intellect. This team of authors has developed techniques that tap into the persuasive, expressive aspects of presentations-employed over the past ten years by Fortune 500 companies such as TD Ameritrade, Mattel, Fisher-Price, Merrill Lynch, Siemens, and Pfizer. This effective method brings you: An award-winning actor who applies performance techniques from the stage to engage and move an audience A television and film director who demonstrates how to craft and deliver your message with authority, credibility, and authenticity A psychologist who specializes in memory and stage fright and reveals how to overcome fear and activate an audience's attention and memory Own the Room is written by a unique set of authors with the expertise perfect for creating vivid narratives. Own the Room shares how to excite your audience's emotions and intellect. And Own the Room will give you a communication toolkit to make any presentation lively, compelling, and memorable.
Categories: Business & Economics

Independent Evaluation Report

Independent Evaluation Report

The Role of the IMF as Trusted Advisor Ruben Lamdany ... in what circumstances
the Fund is viewed as a trusted advisor to its member countries. It focuses mainly
on interactions with individual countries, since policy is implemented at the ...

Author: Ruben Lamdany

Publisher: International Monetary Fund

ISBN: 9781475543919

Category: Business & Economics

Page: 58

View: 504

The IMF carries out its mandate to foster macroeconomic stability and thereby facilitate prosperity by promoting the adoption of sound policies and international cooperation. Ultimately, the means to achieve these goals is to have Fund policy advice translated into concrete action. Key to achieving such traction is the relationship between Fund staff and member country authorities, together with the quality of the advice and members’ confidence in it. That is, the Fund needs to be seen as a trusted advisor. This evaluation examines in what circumstances the Fund is viewed as a trusted advisor to its member countries. It uses evidence gathered since 2005, but emphasizes the period since the onset of the global crisis in 2007–08. Because the concept of trusted advisor is “in the eyes of the beholder,” the evaluation derives the main attributes from country authorities themselves.
Categories: Business & Economics

ACTEC Notes

ACTEC Notes

There is no graduate program where one can obtain a trusted advisor degree! I
believe that the trusted advisor concept cannot be specifically defined, but it is
easy to determine who is a trusted advisor. C. Why is it important for you to
become ...

Author:

Publisher:

ISBN: STANFORD:36105061787672

Category: Probate law and practice

Page:

View: 129

Categories: Probate law and practice

The New Advisor for Life

The New Advisor for Life

Become the Indispensable Financial Advisor to Affluent Families Stephen D.
Gresham ... the experiences of these professionals can add to your toolbox of
client solutions and make you the trusted advisor so highly prized by affluent
families.

Author: Stephen D. Gresham

Publisher: John Wiley & Sons

ISBN: 9781118148723

Category: Business & Economics

Page: 384

View: 364

Expert advice on building an unshakable foundation as a financial advisor to the elite The revised and updated edition of the definitive guide to growing and maintaining a financial advice firm, The New Advisor for Life explores the fallout of the market crash on up-and-coming advisors. With a particular focus on the generation X and Y concern with debt management and long-term investment, this new edition examines what young investors look for in an advisor. Today, more than ever, insight, analysis, and validation are valued, but to be truly successful, an advisor needs to walk the line between being well-informed but not appearing condescending. What today's investors want in a financial advisor is someone who can cut through the noise and clutter of the financial services industry and the mainstream media Covers the basics, from setting a client's investment goals, selecting complementary investments, and monitoring portfolio balance, to the advanced—developing a personal finance plan for your clients based on their specific needs Steve Gresham presents a 19-point checklist for financial advisors to offer their clients "life advice" Keeping clients engaged is more important than ever, and The New Advisor for Life gives the aspiring financial advisor the secrets to success normally reserved for the country's top firms.
Categories: Business & Economics

Wealth Strategies

Wealth Strategies

Trusted. Advisor. Cost? Here are some statistics to help you see the value of
hiring a trusted advisor. During a twentyyear period, funds and stocks managed
by feebased financial planners outperformed the same investment vehicle made
by ...

Author: Todd Duncan

Publisher: Thomas Nelson

ISBN: 9781418557492

Category: Religion

Page: 220

View: 794

We all want to live life to the fullest, but how can we make our dreams become reality? In Wealth Strategies: 9 1/2 Steps to Achieving Physical, Financial, and Spiritual Abundance, author and motivational speaker Todd Duncan offers the way to achieve your dreams of personal fulfillment. In Wealth Strategies, Todd Duncan shares the secrets to balance and abundance in three primary areas of life: the physical, the financial, and the spiritual. Using Todd's proven techniques, practical suggestions, and good old-fashioned common sense, you'll discover abundance like you've never known it before. You will learn: How to avoid being hooked on fast foods How to develop exercise habits you can sustain The reason why dieting is the wrong (and counterproductive) way to think How to assess your net worth All about mutual funds How to avoid getting scammed How to take advantage of the new economy The deadly dangers of stress The power of purpose and friendship The laws of prayer, balance, faith, uniqueness, solitude, and wisdom Take control and begin living life to the fullest. Begin a life of wealth today with Wealth Strategies.
Categories: Religion

Nice Girls Don t Get the Corner Office

Nice Girls Don t Get the Corner Office

Women frequently overlook the ways in which building relationships contributes
to being a “trusted advisor”—an invaluable skill, but one we often chalk up to
being just a good listener. I borrow this phrase from a wonderful book with the
same ...

Author: Lois P. Frankel

Publisher: Hachette UK

ISBN: 9781455554126

Category: Business & Economics

Page: 384

View: 365

Before you were told to "Lean In," Dr. Lois Frankel told you how to get that corner office. The New York Times bestseller, is now completely revised and updated. In this edition, internationally recognized executive coach Lois P. Frankel reveals a distinctive set of behaviors--over 130 in all--that women learn in girlhood that ultimately sabotage them as adults. She teaches you how to eliminate these unconscious mistakes that could be holding you back and offers invaluable coaching tips that can easily be incorporated into your social and business skills. Stop making "nice girl" errors that can become career pitfalls, such as: Mistake #13: Avoiding office politics. If you don't play the game, you can't possibly win. Mistake #21: Multi-tasking. Just because you can do something, doesn't mean you should do it. Mistake #54: Failure to negotiate. Don't equate negotiation with confrontation. Mistake #70: Inappropriate use of social media. Once it's out there, it's hard to put the toothpaste back in the tube. Mistake #82: Asking permission. Children, not adults, ask for approval. Be direct, be confident.
Categories: Business & Economics

The Practice of Professional Consulting

The Practice of Professional Consulting

О The goal is to become a trusted consultant. The benefits of achieving the status
of trusted advisor or trusted consultant are so significant that it should be every
consultant's goal to become one. The keys to achieving this goal are being ...

Author: Edward G. Verlander

Publisher: John Wiley & Sons

ISBN: 9781118283110

Category: Business & Economics

Page: 320

View: 333

The Practice of Professional Coaching Change is the life-blood of consulting just as organizations endure only through successful change. The reality of this mutual need lies at the heart of what consulting is all about. Consultants solve problems created by the powerful forces of change in an organization's environment and in so doing, create change themselves. The Practice of Professional Consulting is a comprehensive examination of what has been called "the world's newest profession." In this practical resource Edward Verlander offers an overview of the industry and includes the most useful processes, tools, and skills used by successful consultants to produce solutions for their clients. The book also reveals why consulting is a growing and attractive career option. The best practices used by leading consulting firms are included in the book as well as the capabilities skillful consultant use in each stage of engagement. Verlander also recommends ways to ensure a consultant can solve a client's problems in a systematic, professional way. At the very heart of the book is the emphasis he puts on what is needed to become a truly trusted consultant. Filled with a wealth of must-have information from a wide range of consulting professionals, the book includes: a model of the consulting cycle; a diagnostic instrument for assessing consulting roles; ideas of how to develop political intelligence to navigate client organizations; tools for managing consulting meetings, risk assessment, and skills transfer; techniques in communications, emotional intelligence, presentations, and listening; and much more. Written for anyone wishing to start a consulting business, new employees at established consulting firms, facilitators of consulting training programs, and faculty at business schools, this important resource provides an easy way to understand the stages, roles, and tasks of consulting found in any type of consulting and it provides simple and easy-to-use techniques and templates for implementation.
Categories: Business & Economics

Fundraising with Businesses

Fundraising with Businesses

Real success in fundraising happens when you become a trusted advisor, a
person who is sought out for his or her advice and guidance. I knew I had arrived
as a trusted advisor when companies started calling me between fundraising ...

Author: Joe Waters

Publisher: John Wiley & Sons

ISBN: 9781118615720

Category: Business & Economics

Page: 304

View: 176

40 proven strategies for raising big money with businesses There's a reason why nonprofits are getting smaller checks from corporate giving programs. Companies are abandoning or slashing giving budgets and instead focusing on win-win pacts that drive sales and change the world. Nonprofits need guidance and practical know-how in this new age of mutually beneficial nonprofit and business partnerships. Presenting forty practical fundraising strategies to help small to medium-sized nonprofits raise more money from businesses, Fundraising with Businesses breathes new life into nonprofit / for-profit relationships to begin a new era of doing good and well. Presents new and improved fundraising strategies for raising money from businesses—from in-store register promotions and shopping fundraisers to online workplace giving solutions and digital campaigns involving popular social networking sites. Written by an experienced fundraiser and renowned blogger and speaker on business giving. Features case examples of successful nonprofit/corporate partnerships that will be regularly updated via a link with the online pin board Pinterest. The fundraising potential of working with businesses is greater than ever. Read Fundraising with Businesses and discover the tools to turn existing and new business relationships into successful—and lucrative—partnerships.
Categories: Business & Economics