In the current fast-paced networked economy, professionals need to work harder than ever to maintain and improve their business skills and knowledge. But technical mastery of the discipline isn’t enough, assert world-renowned professional advisors David H. Maister, Charles H. Green, and Robert M. Galford. The key to professional success, they argue, may be the capability to earn the trust and confidence of clients. The creation of trust is what earns the right to influence customers; trust is also at the about The Reliable Advisor root of client satisfaction and commitment. The workings of trust are even more crucial in the brand new economy than in the old.

Maister, Green, and Galford enrich our knowledge of trust-yet they have also written a deeply practical book. Using their style of the ‘Trust Equation,’ they dissect the logical and emotional components of trustworthiness. With precision and clearness, they details five distinct methods you must try develop a trust-based romantic relationship. Each step-engage, listen, frame, envision, and commit-is richly referred to in distinct chapters. The publication is peppered with pragmatic ‘top ten’ lists aimed at enhancing advisors’ effectiveness that can be put to use instantly.

This book will be welcomed with the inexperienced advisor and the most seasoned expert alike. The writers use anecdotes, encounters, and examples-successes and mistakes, their very own and others’-to great effect. Though they use the professional solutions advisor/customer paradigm throughout the publication, their prescriptions possess resonance for various other trust-reliant situations-selling, customer relationship administration, and internal personnel features like HR and information technology.

The result is a tour de force-brilliant, penetrating, unique. It is essential listening for anybody who must advise, make a deal, or manage complicated relationships with others.