The Trusted Advisor

In today’s fast-paced networked economy, professionals must work harder than ever to maintain and improve their business skills and knowledge.

However, technical mastery alone is not enough.

The key to professional success, argue David H. Maister, Charles H. Green, and Robert M. Galford, is the ability to earn the trust and confidence of clients.

This 20th anniversary edition enriches our understanding of today’s society and illustrates how to be effective communicators in a digital world using the 'trust equation.

' The book details five distinct steps—engage, listen, frame, envision, and commit—to create a trust-based relationship, making it an invaluable roadmap for developing special relationships with clients.