基本信息·出版社：Free Press ·页码：256 页 ·出版日期：2001年09月 ·ISBN：0743212347 ·条形码：9780743212342 ·装帧：平装 ·外文书名：被信任的 ...
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The Trusted Advisor |
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基本信息·出版社：Free Press
·页码：256 页
·出版日期：2001年09月
·ISBN：0743212347
·条形码：9780743212342
·装帧：平装
·外文书名：被信任的顾问
内容简介 在线阅读本书
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 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. To demonstrate the paramount importance of trust, the authors use anecdotes, experiences, and examples -- successes and mistakes, their own and others' -- to great effect. The result is an immensely readable book that will be welcomed by the inexperienced advisor and the most seasoned expert alike.
作者简介 David H. Maister, a leading authority on the management of professional service firms, is the author of the bestselling
Managing the Professional Service Firm, True Professionalism, and
Practice What You Preach. He lives in Boston, Massachusetts.
媒体推荐 Review Carl Stern CEO, Boston Consulting GroupAn invaluable road map to all those who seek to develop truly special relationships with their clients.
Tom Petersauthor of
The Professional Service 50This is a brilliant -- and practical -- book. In our "world gone mad," trust is, paradoxically, more important than ever.
William F. Stasiorsenior chairman and former CEO, Booz-Allen & HamiltonThis book is engaging, enjoyable, and absolutely on target. It is packed with truth.
The Trusted Advisor will guide success not just in the advisory professions but in leadership and life as well.
Professor Charles FombrunLeonard N. Stern School of Business, New York University
The Trusted Advisor gets to the heart and soul of the advice business. This path-breaking book is a must-read.
George Colony, Chairman and CEO, Forrester Research Our company's development has been guided by and benefited from
The Trusted Advisor concepts--and they work!
--This text refers to the Hardcover edition. Michael Bray, Chief Executive, Clifford Chance The authors have produced a readable, helpful guide to a central issue for all professional services firms. They provide sensible and practical advice, making the components of trust appear clear and straightforward. The book is easy to read and use, and many of the checklists are very valuable. I will encourage my partners to read it and to keep it close at hand.
--This text refers to the Hardcover edition. James E. Copeland Jr., CEO, Deloitte & Touche, Deloitte Touche Tohmatsu Trust is the key that can unlock a priceless dialogue with your clients.
The Trusted Advisor tells you how to build relationships that can last a lifetime.
--This text refers to the Hardcover edition. Carl Stern, CEO, Boston Consulting Group The Trusted Advisor offers an invaluable roadmap to all those who seek to develop truly special relationships with their clients.
--This text refers to the Hardcover edition. Review Professor Charles Fombrun Leonard N. Stern School of Business, New York University
The Trusted Advisor gets to the heart and soul of the advice business. This path-breaking book is a must-read.
编辑推荐 Amazon.com 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 --This text refers to the Hardcover edition. 专业书评 ?
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