Download or read book The Trusted Advisor written by David H. Maister and published by Simon and Schuster. This book was released on 2012-12-11 with total page 234 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.
Download or read book The Trusted Advisor Fieldbook written by Charles H. Green and published by John Wiley & Sons. This book was released on 2011-11-15 with total page 295 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.
Download or read book The Modern Trusted Advisor written by Nancy MacKay and published by Business Expert Press. This book was released on 2021-10-15 with total page 162 pages. Available in PDF, EPUB and Kindle. Book excerpt: The best and the brightest use advisors and experts. In fact, one could say that they are the best and the brightest because they utilized trusted advisors throughout their careers. Whether in business, sports, entertainment, academia, or politics–expert help is a fundamental enabler of success. That means that the demand for expert advice will grow and the competition will increase for such help. This isn’t a matter of “certificates” and “universities,” it’s a matter of specific skill and behavioral sets that create a trusting bond and reliance. Trusted advisors are beyond coaches—they are comprehensive resources and supporters. The Modern Trusted Advisor employs important mastery traits, such as subordinating ego, applying shared experiences, and managing emotional, mental, and intellectual health. We are entering a world of “no normal” today and leaders must inspire others daily. This is the book that prepares you to inspire those leaders.
Download or read book Becoming a Trusted Business Advisor written by William Reeb and published by John Wiley & Sons. This book was released on 2016-11-07 with total page 400 pages. Available in PDF, EPUB and Kindle. Book excerpt: Being your clients’ Most Trusted Business Advisor is not about selling and making pitches. It’s really about showing an interest in your clients, asking the kind of questions that will help you learn what is important to them, and then listening. Based on the AICPA’s successful Trusted Business Advisor Program and intended for CPAs who want to take their consulting practice to the next level, this workbook provides approaches to help you do just that. By the time you finish working through the book’s helpful forms and exercises you will be better able to: have critical conversations with your clients ask the right questions effectively be a better listener easily identify services that will add value to your clients’ organizations avoid administrative pitfalls throughout the process effectively market your services, and profitably grow your practice Find out how to uncover critical client needs in ten minutes or less, how to help your clients prioritize their wish lists, and how to help them quantify the value of addressing each of the issues that keep them awake at night!
Download or read book The Trusted Advisor Sales Engineer written by John Care and published by . This book was released on 2020-06-14 with total page 182 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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. **
Download or read book Clients for Life written by Andrew Sobel and published by Simon and Schuster. This book was released on 2001-02-21 with total page 269 pages. Available in PDF, EPUB and Kindle. Book excerpt: Finally, the book that all professionals frustrated with fleeting client loyalty and relentless price pressure have waited for—the first in-depth, guide to developing lasting client relationships. Millions of people in this country earn their livings by serving clients, and their numbers are growing every day. Unfortunately, far too few develop the skills and strategies needed to rise to the top in a world where clients have almost unlimited access to information and expertise. Clients for Life sets forth a comprehensive framework for how professionals in all fields can develop breakthrough relationships with their clients and enjoy enduring client loyalty. Supported by more than 100 case studies and wisdom gleaned from interviews with dozens of leading CEOs and prominent business advisors, Clients for Life identifies what clients really want and lays out the core qualities that distinguish the client advisor—an irreplaceable resource—from the expert for hire, a tradable commodity. Readers will learn, for example, to develop selfless independence, which tempers complete emotional, intellectual, and financial independence with a powerful commitment to client needs; to become deep generalists and overcome the narrow perspective caused by specialization; to systematically build lifelong trust; and to cultivate the power of synthesis—big-picture thinking—that is so highly valued by clients. Portraits of history's most famously successful advisors, including Machiavelli, Sir Thomas More, and J. P. Morgan, underscore these timeless qualities that modern professionals need to develop to excel in today's competitive environment.
Download or read book Trust Based Selling written by Charles H. Green and published by McGraw Hill Professional. This book was released on 2005-12-08 with total page 287 pages. Available in PDF, EPUB and Kindle. Book excerpt: Sales based on trust are uniquely powerful. Learn from Charles Green, co-author of the bestseller The Trusted Advisor how to deserve and, therefore, earn a buyer’s trust. Buyers prefer to buy from people they trust. However, salespeople are often mistrusted. Trust-Based Selling shows how trust between buyer and seller is created and explains how both sides benefit from it. Heavy with practical examples and suggestions, the book reveals why trust goes hand-in-hand with profit; how trust differentiates you from other sellers; and how to create trust in negotiations, closings, and when answering the six toughest sales questions. Trust-Based Selling is a must for anyone in sales, is especially invaluable for sellers of complex, intangible services.
Download or read book Mastering Technical Sales written by John Care and published by Artech House. This book was released on 2008 with total page 360 pages. Available in PDF, EPUB and Kindle. Book excerpt: This indispensable sales tool shows you the ropes of lead qualification, the RFP process, and needs analysis and discovery, and explains how your technical know-how can add invaluable leverage to sales efforts at every step. You learn how to plan and present the perfect pitch, demonstrate products effectively, build customer relationship skills, handle objections and competitors, negotiate prices and contracts, close the sale, and so much more.
Download or read book The Trusted Advisor written by David H. Maister and published by Simon and Schuster. This book was released on 2001-10-09 with total page 226 pages. Available in PDF, EPUB and Kindle. Book excerpt: Publisher Fact Sheet David Maister & two elite consultants deliver a dynamic must-read on how to earn & maintain clients' trust & negotiate successful business relationships in today's economy.
Download or read book Managing The Professional Service Firm written by David H. Maister and published by Simon and Schuster. This book was released on 2012-12-11 with total page 479 pages. Available in PDF, EPUB and Kindle. Book excerpt: Professional service firms differ from other business enterprises in two distinct ways: first they provide highly customised services thus cannot apply many of the management principles developed for product-based industries. Second, professional services are highly personalised, involving the skills of individuals. Such firms must therefore compete not only for clients but also for talented professionals. Drawing on more than ten years of research and consulting to these unique and creative companies, David Maister explores issues ranging from marketing and business development to multinational strategies, human resources policies to profit improvement, strategic planning to effective leadership. While these issues can be complex, Maister simplifies them by recognising that 'every professional service firm in the world, regardless of size, specific profession, or country of operation, has the same mission statement: outstanding service to clients, satisfying careers for its people and financial success for its owners.'
Download or read book Management Consulting Today and Tomorrow written by Flemming Poulfelt and published by Routledge. This book was released on 2017-09-01 with total page 425 pages. Available in PDF, EPUB and Kindle. Book excerpt: This new edition gathers more than 22 experts to outline the theory behind consulting, providing insight into change processes and management issues in the field. The business of consulting has grown faster than most other businesses, due not only to increased demand by clients, but also to the innovative capabilities of numerous consulting firms as they develop new services. Divided into six parts, the book introduces readers to the consulting industry, addressing the major practice areas, contexts, and implementations of the field. Significant updates detail the effect of the economic troubles between 2004 and 2010 and then 2010 and now; analyze the market response to consulting in recent years; and provide a more thorough understanding of how consulting is applied in the different areas of a business, such as operations, marketing, and finance. Introductions written by the editors offer further insight into the themes and learning goals of each section, helping readers to recognize the elements of a successful consultation, and utilize their new skill set. The text concludes with a look at the future of consulting with regards to ethics standards and how strong manager-client relationships contribute to financial growth. Readers will also learn how the developing field of entrepreneurship creates new economic structures and job opportunities. Practitioners, consultants, clients, faculty, and students of business and management will learn not only how to consult, but also gain the skills needed to adapt to and lead organizational change, giving them a competitive edge when they enter the field.
Download or read book Positive Intelligence written by Shirzad Chamine and published by Greenleaf Book Group. This book was released on 2012 with total page 241 pages. Available in PDF, EPUB and Kindle. Book excerpt: Chamine exposes how your mind is sabotaging you and keeping your from achieving your true potential. He shows you how to take concrete steps to unleash the vast, untapped powers of your mind.
Download or read book True Professionalism written by David H. Maister and published by Simon and Schuster. This book was released on 2012-12-11 with total page 290 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.
Download or read book Overworked and Overwhelmed written by Scott Eblin and published by John Wiley & Sons. This book was released on 2014-10-13 with total page 54 pages. Available in PDF, EPUB and Kindle. Book excerpt: Leverage mindful awareness and intention to achieve better outcomes Overworked and Overwhelmed: The Mindfulness Alternative offers practical insights for the executive, manager or professional who feels like their RPM is maxed out in the red zone. By making the concepts and practices of mindfulness simple, practical and applicable, this book offers actionable hope for today's overworked and overwhelmed professional. New research shows that the smartphone equipped professional is connected to work 72 hours a week. Forty eight percent of Americans report that their stress level is up and that the number one source of stress is the job pressure of a 24/7 world. What's the alternative? Top leadership coach and educator Scott Eblin offers one in Overworked and Overwhelmed: The Mindfulness Alternative. While mindfulness is one of the "Top Ten Trends for 2014 and Beyond," many professionals think it's just too hard to give it a try. In this book, Eblin shows that mindfulness that makes a difference doesn't require meditating like a Buddhist monk. Overworked and Overwhelmed is a handbook for more mindful work and living that offers: "Must know" mindfulness basics that today's professional needs to thrive in a 24/7 world. Inspiring examples of mindfulness in action from dozens of leaders ranging from a U.S. Coast Guard Commandant to the CEO of Hilton Worldwide. A self assessment for readers to understand how they perform at their best. Simple routines to reduce stress and sustain peak performance. A personal planning framework for creating the outcomes that matter most at home, at work and in the community. Even small increases in mindfulness can lead to big changes in productivity and quality of life for the overworked and overwhelmed professional. Overworked and Overwhelmed: The Mindfulness Alternative is a guide for doing just that.
Download or read book Eliminate Your Competition written by Sean O'Shaughnessey and published by . This book was released on 2018-05-14 with total page 298 pages. Available in PDF, EPUB and Kindle. Book excerpt: Most salespeople lose the deal before they ever get started! It isn't uncommon for the customer to have already made a decision before most salespeople even learn of the opportunity. Most salespeople have to beat the preferred competitor by a significant margin just to be considered equivalent. Don't you wish that you could be the preferred vendor in all of your opportunities? Selling is a difficult career in which to make a living; it is not uncommon to have the commission check denied before the salesperson even gets a chance to win. Analysis of thousands of sales situations has made it phenomenally obvious that most salespeople begin their sales campaign so late in the decision-making process that they are virtually guaranteed to lose the order. To make matters worse, when they do start the campaign early enough, most salespeople do not know how to control the prospect adequately so that they can guarantee their victory. Typical turnover for a sales department is 10-20%. Many companies see turnover that approaches 40-60%! This turnover costs them 50% of their revenue-generating capability. In any organization that exceeds 25% turnover, the loss of trust with the customer can be astounding as the new salesperson tries to rebuild the entire relationship. In any given quarter dozens or hundreds of companies do not make their forecasted numbers and are dramatically punished by Wall Street. This book will provide the management of a company with a framework to teach their salespeople how to attain their quotas with higher profits. It will also allow salespeople to rise to the top of their organization and be the super-achievers who win awards, trips, bonuses, and respect. In this book, I will show you how to eliminate your competition and maximize your commission.
Download or read book The Trusted Leader written by Robert M. Galford and published by Atria Books. This book was released on 2011-04-02 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Any good manager feels an intuitive need to build trust inside his or her company and among employees. Self-improvement is an integral part of creating a trust-building climate and current books on leadership and corporate issues understate the importance of this element. Developing further the ideas in THE TRUSTED ADVISOR, the authors move from discussing how managers can make themselves and their company trustworthy to clients and customers to how they can build trust within an organization, between manager and colleagues, bosses, and employees. Instead of focusing on Business to Business, The Trusted Leader deals with building internal, managerial and organizational trust. The authors parse the different kinds of trust, give diagnostic ways to determine whether trust is missing and where it needs to be supplemented, and ways to restore trust when it has been betrayed. The book will contain numerous exercises and quizzes, as well as formulas that quantify the economies of trust and show its importance in an organization. Stories of managers and employees working through issues of trust in many different real-life situations cover many different corporate situations and scenarios (acquisitions, slowdowns, and internal and external crises), making this the most complete guide on the subject for managers.
Download or read book The Right Side of the Table written by Scott Fithian and published by . This book was released on 2007-09-08 with total page 130 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book was written to help advisers in a variety of business life cycles make an intentional choice about their next decades of their careers. The title introduces a metaphor surrounding the proverbial conference room table. It suggests that as wealth increases in our society, wealth holders are demanding a different model for assembling their team of professional advisers. Team members will take specific seats at the table, next to or across from the wealth holder, based on the role they are best suited to play. As more and more advisers adopt authenticity in their selection, wealth holders will become savvier to those trying to disguise their underlying relationship goals. Advisers must be clear about where they're meant to sit and why.
