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The Trusted Advisor

The Trusted Advisor
A Book

by David H. Maister,Robert Galford,Charles Green

  • Publisher : Simon and Schuster
  • Release : 2012-12-11
  • Pages : 224
  • ISBN : 147110964X
  • Language : En, Es, Fr & De
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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.

The Trusted Advisor Fieldbook

The Trusted Advisor Fieldbook
A Comprehensive Toolkit for Leading with Trust

by Charles H. Green,Andrea P. Howe

  • Publisher : John Wiley & Sons
  • Release : 2011-11-22
  • Pages : 288
  • ISBN : 1118163648
  • Language : En, Es, Fr & De
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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.

The Trusted Advisor: 20th Anniversary Edition

The Trusted Advisor: 20th Anniversary Edition
A Book

by David H. Maister,Robert Galford,Charles Green

  • Publisher : Free Press
  • Release : 2021-02-02
  • Pages : 336
  • ISBN : 1982157100
  • Language : En, Es, Fr & De
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The 20th anniversary edition of the “brilliant and practical” (Tom Peters, author of The Professional Service 50) business classic—now updated to reflect the digital world—provides essential tools and wisdom for all consultants, negotiators, and advisors. 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 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. In this 20th anniversary edition, Maister, Green, and Galford enrich our understanding of today’s society and illustrate how to be effective communicators in a digital world. Using their model of “the trust equation” they dissect the rational and emotional components of trustworthiness. With precision and clarity, they detail five distinct steps you must take to create a trust-based relationship. Each step—engage, listen, frame, envision, and commit—is richly described in distinct chapters. This immensely accessible book offers “an invaluable road map to all those who seek to develop truly special relationships with their clients” (Carl Stern, CEO, Boston Consulting Group). The authors weave together anecdotes, experience, and examples of both their own and others’ successes and mistakes to great effect. The Trusted Advisor is essential reading for anyone who must advise, negotiate, or manage complex relationships with others.

The Trusted Advisor Sales Engineer

The Trusted Advisor Sales Engineer
A Book

by John Care

  • Publisher : Unknown Publisher
  • Release : 2020-06-14
  • Pages : 182
  • ISBN : 9781099750397
  • Language : En, Es, Fr & De
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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. **

Mastering Technical Sales: The Sales Engineer’s Handbook, Third Edition

Mastering Technical Sales: The Sales Engineer’s Handbook, Third Edition

by John Care,Aron Bohlig

  • Publisher : Artech House
  • Release : 2014-07-01
  • Pages : 406
  • ISBN : 1608077446
  • Language : En, Es, Fr & De
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Every high-tech sales team today has technical pros on board to “explain how things work,” and this success-tested training resource is written just for them. This newly revised and expanded third edition of an Artech House bestseller offers invaluable insights and tips for every stage of the selling process. This third edition features a wealth of new material, including new chapters on business-driven discovery, white boarding, trusted advisors, and calculating ROI. This invaluable book equips new sales engineers with powerful sales and presentation techniques that capitalize on their technical background—all spelled out step-by-step by a pair of technical sales experts with decades of eye-popping, industry-giant success under their belt.

Advisor Selling

Advisor Selling
The Art of Becoming a Trusted Advisor

by Matthew Hudson,Assistant Professor Geography Mark Hunter

  • Publisher : Unknown Publisher
  • Release : 2014-08-18
  • Pages : 156
  • ISBN : 9781934683880
  • Language : En, Es, Fr & De
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Chances are when you arrive for the sales meeting, the prospect already knows more about you than you do about them. However, with technology comes opportunity. Today's buyer is overwhelmed with data and information and they need help - they need a trusted advisor. Get to "yes" faster Have higher margins Keep your products sold and stay embedded during the "budget" cuts Have more referrals Have higher customer satisfaction In this book, you will learn from the years of research, observation and personal experiences of Matthew Hudson and Mark Hunter. They have spent decades immersed in the sales industry and have taught the concepts in this book to companies with amazing results. If you follow the principles outlined here, you will get more than a sale. You also will get trusted advisor status."

Why Should the Boss Listen to You?

Why Should the Boss Listen to You?
The Seven Disciplines of the Trusted Strategic Advisor

by James E. Lukaszewski

  • Publisher : John Wiley & Sons
  • Release : 2010-12-03
  • Pages : 240
  • ISBN : 9781118041123
  • Language : En, Es, Fr & De
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This is a book about gaining influence and becoming a key trusted advisor. It is for everyone who advises leaders and senior managers (accounting, finance, human resources, IT, law, marketing, public relations, security, and strategic planning) and for outside consultants in these functional staff areas. It’s also for operations people yearning to finally be heard and heeded by their boss.

Becoming a Trusted Business Advisor

Becoming a Trusted Business Advisor
How to Add Value, Improve Client Loyalty, and Increase Profits

by William Reeb,Dominic Cingoranelli

  • Publisher : John Wiley & Sons
  • Release : 2016-11-07
  • Pages : 400
  • ISBN : 0870519026
  • Language : En, Es, Fr & De
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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!

Management Consulting Today and Tomorrow

Management Consulting Today and Tomorrow
Perspectives and Advice from Leading Experts

by Flemming Poulfelt,Thomas H. Olson

  • Publisher : Routledge
  • Release : 2017-09-01
  • Pages : 452
  • ISBN : 1317300580
  • Language : En, Es, Fr & De
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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.

Trust-Based Selling

Trust-Based Selling
Using Customer Focus and Collaboration to Build Long-Term Relationships

by Charles H. Green

  • Publisher : McGraw Hill Professional
  • Release : 2005-12-08
  • Pages : 288
  • ISBN : 0071502165
  • Language : En, Es, Fr & De
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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.

Smarter Selling

Smarter Selling
How to grow sales by building trusted relationships

by David Lambert,Keith Dugdale

  • Publisher : Pearson UK
  • Release : 2012-09-26
  • Pages : 272
  • ISBN : 027375050X
  • Language : En, Es, Fr & De
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This book shows readers the smarter way to sell -by building trusted consultative relationships with their customers. Whatever you are selling, this book will help you do it better, and feel better about doing it. By switching your focus from the hard sell to building more trust and adding more value, you will end up not just with more satisfied customers, but with more sales as well.

Practice What You Preach

Practice What You Preach
What Managers Must Do To Create A High-achievement Culture

by David H. Maister

  • Publisher : Simon and Schuster
  • Release : 2012-12-11
  • Pages : 224
  • ISBN : 1471105687
  • Language : En, Es, Fr & De
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In today's highly competitive realm of professional service firms, the quest for individual stardom is at an all-time high. The temptation to rack up the most billable hours and out-perform one's fellow advisers is often irresistible. But it is also shortsighted and terribly counterproductive, according to world-renowned authority and acclaimed author David Maister. In this groundbreaking book, Maister issues a much-needed wake-up call to today's professional service firms. Arguing that a far greater contribution to a firm's success can come from those who find fulfilment in seeing other's succeed rather than those who assume the role of "most valuable player". The author outlines and discusses in detail the nine key "people" issues upon which successfully managed and profitable organisations rely. Supporting his findings with a range of compelling data, Maister demonstrates how and why firms that emphasise the highest standards of employee professionalism are invariably more financially successful than those that don't.

The Death of the Salesman and the Rise of the Trusted Financial Advisor

The Death of the Salesman and the Rise of the Trusted Financial Advisor
A Book

by Andre Roos

  • Publisher : AuthorHouse
  • Release : 2018-05-23
  • Pages : 140
  • ISBN : 1546288643
  • Language : En, Es, Fr & De
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As a salesperson, youve been taught to persuade, pitch products, read and mimic body language, and engage in a long list of other sales tactics to build business. But those tactics no longer workespecially if youre working with intangible offerings like insurance and financial strategies. These old-fashioned sales techniques may temporarily move a client toward making a purchase, but they dont promote long-lasting relationships. To do that, you must become a trusted advisor. Serial entrepreneur Andre Roos provides in-depth details on how to build meaningful, win-win interactions in this salesmanship guide. Learn how to: follow a tested formula for attracting and keeping clients; nurture clients and grow business; and network with other professionals to provide added value. Roos also explains why using a scripted approach can create sales suicideand what you need to do instead, where and when to leave your digital footprints (and when to cover them up or erase them completely), and how to get clients to respect you even when telling them what they dont want to hear. Establish trust, become a valued consultant, and build long-lasting success with the priceless insights in The Death of the Salesman and the Rise of the Trusted Financial Advisor.

Clients for Life

Clients for Life
How Great Professionals Develop Breakthrough Relationships

by Andrew Sobel,Jagdish Sheth

  • Publisher : Simon and Schuster
  • Release : 2001-02-21
  • Pages : 272
  • ISBN : 0743215095
  • Language : En, Es, Fr & De
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Finally, the book that all professionals frustrated with fleeting client loyalty and relentless price pressure have waited for -- the first in-depth, client-tested guide to developing lasting business relationships. What separates extraordinary professionals from ordinary ones? Why are some professionals always drawn into their clients' inner circle of advisers, while others are employed on a one-shot basis and treated like vendors? Based on groundbreaking research, 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. Drawing on insights from extensive interviews with both leading CEOs and today's most prominent client advisers, Jagdish Sheth and Andrew Sobel debunk the conventional wisdom about professional success -- "find a specialty, do good work" -- as hopelessly inadequate in a world where clients have unlimited access to information and expertise. The authors replace these tired conventions with an innovative blueprint, supported by over one hundred case studies and examples drawn from consulting, financial services, law, technology, and other fields, for how you can evolve from an expert for hire -- a commodity -- to an extraordinary adviser. Riveting portraits of both exceptional contemporary professionals and legendary advisers such as Aristotle, Thomas More, Niccolò Machiavelli, and J. P. Morgan reveal how great client relationships are achieved in practice. 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. Acclaimed by leading management thinkers, Clients for Life clearly illustrates the most important attributes and strategies of extraordinary client advisers and shows how you can use them to enrich your own relationships. It provides sophisticated professionals with the tools and insights they need to reap the rewards of lifetime client loyalty.

Willing To Buy

Willing To Buy
A Questioning Framework for Effective Closing

by Dan Schultheis and Phil Perkins

  • Publisher : AuthorHouse
  • Release : 2015-01-31
  • Pages : 110
  • ISBN : 1496964713
  • Language : En, Es, Fr & De
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These days, every hour of your work day is precious. You have to spend time on those activities that deliver quantifiable results. In this highly competitive environment, you need to boost your productivity to, in turn, boost your career. There is no other profession for which those realities apply more than sales. In sales, we all want to have a healthy pipeline. But not every prospect in our pipeline is ready and willing to buy. In fact, there is a fair chance some on our list aren’t prospects at all. In this important book, Dan Schultheis and Phil Perkins introduce a tried-and-true framework for finding out which prospects are real and ready to do business and where you should invest that precious time. The “willing to buy” framework provides the tools you need to separate your pipeline from pipedream. Once you understand and master the “four pillars” of the “willing to buy” framework and put them into daily practice, you will not only increase sales but make your work day more enjoyable and productive.

Ignite Your Leadership Expertise

Ignite Your Leadership Expertise
Become the Trusted Advisor Others Seek

by Nathan Magnuson

  • Publisher : Unknown Publisher
  • Release : 2018-10-04
  • Pages : 74
  • ISBN : 9781723841576
  • Language : En, Es, Fr & De
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How would you like to be the next leadership expert? Even more, how would you like others to value and seek your input? It's well within your reach, even if you're a new, young or relatively inexperienced leader.Drawing on over a decade of leadership and consulting experiences, Nathan Magnuson shares how to identify the leadership expertise you already possess, how to proactively and strategically develop it for deeper impact and how to confidently share it with others in a way that keeps them coming back for more. The world is crying out for positive leadership examples to follow. Will you accept the challenge?

True Professionalism

True Professionalism
The Courage To Care About Your Clients & Career

by David H. Maister,Robert Galford,Charles Green

  • Publisher : Simon and Schuster
  • Release : 2012-12-11
  • Pages : 224
  • ISBN : 1471108511
  • Language : En, Es, Fr & De
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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.

The Software Architect Elevator

The Software Architect Elevator
Redefining the Architect's Role in the Digital Enterprise

by Gregor Hohpe

  • Publisher : "O'Reilly Media, Inc."
  • Release : 2020-04-08
  • Pages : 366
  • ISBN : 1492077496
  • Language : En, Es, Fr & De
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As the digital economy changes the rules of the game for enterprises, the role of software and IT architects is also transforming. Rather than focus on technical decisions alone, architects and senior technologists need to combine organizational and technical knowledge to effect change in their company’s structure and processes. To accomplish that, they need to connect the IT engine room to the penthouse, where the business strategy is defined. In this guide, author Gregor Hohpe shares real-world advice and hard-learned lessons from actual IT transformations. His anecdotes help architects, senior developers, and other IT professionals prepare for a more complex but rewarding role in the enterprise. This book is ideal for: Software architects and senior developers looking to shape the company’s technology direction or assist in an organizational transformation Enterprise architects and senior technologists searching for practical advice on how to navigate technical and organizational topics CTOs and senior technical architects who are devising an IT strategy that impacts the way the organization works IT managers who want to learn what’s worked and what hasn’t in large-scale transformation

AWS Certified Solutions Architect – Associate Guide

AWS Certified Solutions Architect – Associate Guide
The ultimate exam guide to AWS Solutions Architect certification

by Gabriel Ramirez,Stuart Scott

  • Publisher : Packt Publishing Ltd
  • Release : 2018-10-31
  • Pages : 626
  • ISBN : 178913580X
  • Language : En, Es, Fr & De
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Learn from the AWS subject-matter experts, apply real-world scenarios and clear the AWS Certified Solutions Architect –Associate exam Key Features Build highly reliable and scalable workloads on the AWS platform Pass the exam in less time and with confidence Get up and running with building and managing applications on the AWS platform Book Description Amazon Web Services (AWS) is currently the leader in the public cloud market. With an increasing global interest in leveraging cloud infrastructure, the AWS Cloud from Amazon offers a cutting-edge platform for architecting, building, and deploying web-scale cloud applications. As more the rate of cloud platform adoption increases, so does the need for cloud certification. The AWS Certified Solution Architect – Associate Guide is your one-stop solution to gaining certification. Once you have grasped what AWS and its prerequisites are, you will get insights into different types of AWS services such as Amazon S3, EC2, VPC, SNS, and more to get you prepared with core Amazon services. You will then move on to understanding how to design and deploy highly scalable applications. Finally, you will study security concepts along with the AWS best practices and mock papers to test your knowledge. By the end of this book, you will not only be fully prepared to pass the AWS Certified Solutions Architect – Associate exam but also capable of building secure and reliable applications. What you will learn Explore AWS terminology and identity and access management Acquaint yourself with important cloud services and features in categories such as compute, network, storage, and databases Define access control to secure AWS resources and set up efficient monitoring Back up your database and ensure high availability by understanding all of the database-related services in the AWS Cloud Integrate AWS with your applications to meet and exceed non-functional requirements Build and deploy cost-effective and highly available applications Who this book is for The AWS Certified Solutions Architect –Associate Guide is for you if you are an IT professional or Solutions Architect wanting to pass the AWS Certified Solution Architect – Associate 2018 exam. This book is also for developers looking to start building scalable applications on AWS

The Professor Is In

The Professor Is In
The Essential Guide To Turning Your Ph.D. Into a Job

by Karen Kelsky

  • Publisher : Three Rivers Press
  • Release : 2015-08-04
  • Pages : 448
  • ISBN : 0553419439
  • Language : En, Es, Fr & De
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The definitive career guide for grad students, adjuncts, post-docs and anyone else eager to get tenure or turn their Ph.D. into their ideal job Each year tens of thousands of students will, after years of hard work and enormous amounts of money, earn their Ph.D. And each year only a small percentage of them will land a job that justifies and rewards their investment. For every comfortably tenured professor or well-paid former academic, there are countless underpaid and overworked adjuncts, and many more who simply give up in frustration. Those who do make it share an important asset that separates them from the pack: they have a plan. They understand exactly what they need to do to set themselves up for success. They know what really moves the needle in academic job searches, how to avoid the all-too-common mistakes that sink so many of their peers, and how to decide when to point their Ph.D. toward other, non-academic options. Karen Kelsky has made it her mission to help readers join the select few who get the most out of their Ph.D. As a former tenured professor and department head who oversaw numerous academic job searches, she knows from experience exactly what gets an academic applicant a job. And as the creator of the popular and widely respected advice site The Professor is In, she has helped countless Ph.D.’s turn themselves into stronger applicants and land their dream careers. Now, for the first time ever, Karen has poured all her best advice into a single handy guide that addresses the most important issues facing any Ph.D., including: -When, where, and what to publish -Writing a foolproof grant application -Cultivating references and crafting the perfect CV -Acing the job talk and campus interview -Avoiding the adjunct trap -Making the leap to nonacademic work, when the time is right The Professor Is In addresses all of these issues, and many more.