Summary of The Trusted Advisor

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The Trusted Advisor book summary


7 Overall

8 Applicability

7 Innovation

6 Style


Being trusted by their clients separates successful advisors and consultants from the corporate consigliores. But how does a qualified advisor become trusted? Authors David H. Maister, Charles H. Green and Robert M. Galford provide methods you can use to reach the inner circle. They break trust into its component parts and reassemble those pieces into a viable, practical model, complete with suggested conversations. That may sound a little robotic, but with practice, an advisor can make the transition from outside technician to habitué of the inner sanctum. This readable book includes a useful appendix and a list of quick references. getAbstract recommends it to consultants and professional service providers. We trust you’ll know what to do with it.

In this summary, you will learn

  • Why it is important for advisors to become trusted;
  • How advisors can guide clients to make the right choices; and
  • What five steps an advisor must take to earn a client’s trust.

About the Authors

David H. Maister also wrote Managing the Professional Service Firm and True Professionalism. Consultant Charles H. Green and corporate executive Robert M. Galford both taught at the Columbia University and Kellogg business schools, and published articles in the Harvard Business Review. Green’s work appeared in Management Horizons, and Galford has written for The Boston Globe.



Trust and Confidence
Times have changed. At one time, being a professional automatically carried a certain prestige and clients could assume that almost any professional was solid. However, things have changed. The notion of embedded trust has been damaged. These days, professionals often...

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    Whether you are offering your services or seeking a coach, make sure you stress these main strengths: honesty, trustworthiness, business savvy and foresight.

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