The Trusted Advisor 20th Anniversary Edition

The Trusted Advisor  20th Anniversary Edition
Author: Charles H. Green,Robert M. Galford,David H. Maister
Release: 2001-10-09
Editor: Simon and Schuster
Pages: 256
ISBN: 9780743205443
Language: en
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DESCRIPTION BOOK:

Bestselling author David Maister teams up with Charles H. Green and Robert M. Galford to bring us the essential tool 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 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.

The Trusted Advisor

The Trusted Advisor
Author: David H. Maister,Robert Galford,Charles Green
Release: 2012-12-11
Editor: Simon and Schuster
Pages: 224
ISBN: 9781471109645
Language: en
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DESCRIPTION BOOK:

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
Author: Charles H. Green,Andrea P. Howe
Release: 2011-11-15
Editor: John Wiley & Sons
Pages: 288
ISBN: 9781118085646
Language: en
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DESCRIPTION BOOK:

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

The Trusted Advisor
Author: David H. Maister,Charles H. Green,Robert M. Galford
Release: 2001-10-09
Editor: Simon and Schuster
Pages: 226
ISBN: 9780743212342
Language: en
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DESCRIPTION BOOK:

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.

The Modern Trusted Advisor

The Modern Trusted Advisor
Author: Nancy MacKay,Alan Weiss
Release: 2021-10-15
Editor: Business Expert Press
Pages: 146
ISBN: 9781637421383
Language: en
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DESCRIPTION BOOK:

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.

Becoming a Trusted Business Advisor

Becoming a Trusted Business Advisor
Author: William Reeb,Dominic Cingoranelli
Release: 2016-11-07
Editor: John Wiley & Sons
Pages: 400
ISBN: 9780870519024
Language: en
Available for:

DESCRIPTION BOOK:

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!

The Trusted Advisor Sales Engineer

The Trusted Advisor Sales Engineer
Author: John Care
Release: 2020-06-14
Editor: Unknown
Pages: 182
ISBN: 1099750393
Language: en
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DESCRIPTION BOOK:

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. **

Clients for Life

Clients for Life
Author: Andrew Sobel,Jagdish Sheth
Release: 2001-02-21
Editor: Simon and Schuster
Pages: 272
ISBN: 9780743215091
Language: en
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DESCRIPTION BOOK:

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.

Why Should the Boss Listen to You

Why Should the Boss Listen to You
Author: James E. Lukaszewski
Release: 2010-12-03
Editor: John Wiley & Sons
Pages: 242
ISBN: 1118041127
Language: en
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DESCRIPTION BOOK:

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.

Smarter Selling

Smarter Selling
Author: David Lambert,Keith Dugdale
Release: 2012-09-26
Editor: Pearson UK
Pages: 205
ISBN: 9780273750505
Language: en
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DESCRIPTION BOOK:

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.

Trust Based Selling

Trust Based Selling
Author: Charles H. Green
Release: 2005-12-08
Editor: McGraw Hill Professional
Pages: 288
ISBN: 9780071502160
Language: en
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DESCRIPTION BOOK:

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.

Mastering Technical Sales

Mastering Technical Sales
Author: John Care,Aron Bohlig
Release: 2008
Editor: Artech House
Pages: 340
ISBN: 9781596933408
Language: en
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DESCRIPTION BOOK:

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 - including how to avoid the critical selling mistakes so often made by technical pros who jump to sales. The book also addresses key career management and team-building topics, and includes detailed case studies, concise chapter summaries, and handy checklists of skill-building tips that reinforce all the career-boosting skills and techniques you learn.

Who Can You Trust With Your Money

Who Can You Trust With Your Money
Author: Bonnie Kirchner
Release: 2010-01-19
Editor: Pearson Education
Pages: 224
ISBN: 9780137033669
Language: en
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DESCRIPTION BOOK:

Bonus content "Getting the Financial Help You Need" included in this digital edition. Is Your Financial Advisor Honest? Are You Sure? Learn how to: Choose an honest, qualified financial advisor and avoid the crooks Spot the warning signs that you’re being ripped off Empower and protect yourself, and get more help for your money Is your financial advisor the next Bernie Madoff? Can you afford not to know? Get this book, and find out! Read Bonnie Kirchner’s unforgettable personal story: Her sudden realization that she was married to one of the nation’s worst financial fraud artists. Then, follow Kirchner’s journey…learn what she learned about detecting financial scammers…discover the questions you must ask and the steps you must take so it never happens to you!

Practice What You Preach

Practice What You Preach
Author: David H. Maister
Release: 2012-12-11
Editor: Simon and Schuster
Pages: 224
ISBN: 9781471105685
Language: en
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DESCRIPTION BOOK:

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.

AWS Security Cookbook

AWS Security Cookbook
Author: Heartin Kanikathottu
Release: 2020-02-27
Editor: Packt Publishing Ltd
Pages: 440
ISBN: 9781838827427
Language: en
Available for:

DESCRIPTION BOOK:

Secure your Amazon Web Services (AWS) infrastructure with permission policies, key management, and network security, along with following cloud security best practices Key FeaturesExplore useful recipes for implementing robust cloud security solutions on AWSMonitor your AWS infrastructure and workloads using CloudWatch, CloudTrail, config, GuardDuty, and MaciePrepare for the AWS Certified Security-Specialty exam by exploring various security models and compliance offeringsBook Description As a security consultant, securing your infrastructure by implementing policies and following best practices is critical. This cookbook discusses practical solutions to the most common problems related to safeguarding infrastructure, covering services and features within AWS that can help you implement security models such as the CIA triad (confidentiality, integrity, and availability), and the AAA triad (authentication, authorization, and availability), along with non-repudiation. The book begins with IAM and S3 policies and later gets you up to speed with data security, application security, monitoring, and compliance. This includes everything from using firewalls and load balancers to secure endpoints, to leveraging Cognito for managing users and authentication. Over the course of this book, you'll learn to use AWS security services such as Config for monitoring, as well as maintain compliance with GuardDuty, Macie, and Inspector. Finally, the book covers cloud security best practices and demonstrates how you can integrate additional security services such as Glacier Vault Lock and Security Hub to further strengthen your infrastructure. By the end of this book, you'll be well versed in the techniques required for securing AWS deployments, along with having the knowledge to prepare for the AWS Certified Security – Specialty certification. What you will learnCreate and manage users, groups, roles, and policies across accountsUse AWS Managed Services for logging, monitoring, and auditingCheck compliance with AWS Managed Services that use machine learningProvide security and availability for EC2 instances and applicationsSecure data using symmetric and asymmetric encryptionManage user pools and identity pools with federated loginWho this book is for If you are an IT security professional, cloud security architect, or a cloud application developer working on security-related roles and are interested in using AWS infrastructure for secure application deployments, then this Amazon Web Services book is for you. You will also find this book useful if you’re looking to achieve AWS certification. Prior knowledge of AWS and cloud computing is required to get the most out of this book.

Effective DevOps with AWS

Effective DevOps with AWS
Author: Nathaniel Felsen
Release: 2017-07-31
Editor: Packt Publishing Ltd
Pages: 400
ISBN: 9781786462459
Language: en
Available for:

DESCRIPTION BOOK:

Scale gracefully and maintain outstanding performance with your AWS-based infrastructure using DevOps principles About This Book Implement DevOps principles to take full advantage of the AWS stack and services Take expert look at solving problems faced by real developers and operation teams and learn to overcome them Learn from expert insights of the author who has worked with Silicon Valley's most high-profile companies Who This Book Is For This book is for developers, DevOps engineers and teams who want to build and use AWS for their software infrastructure. Basic computer science knowledge is required for this book. What You Will Learn Find out what it means to practice DevOps and what its principles are Build repeatable infrastructures using templates and configuration management Deploy multiple times a day by implementing continuous integration and continuous deployment pipelines Use the latest technologies, including containers and serverless computing, to scale your infrastructure Collect metrics and logs and implement an alerting strategy Make your system robust and secure In Detail The DevOps movement has transformed the way modern tech companies work. AWS which has been on the forefront of the Cloud computing revolution has also been a key contributor of this DevOps movement creating a huge range of managed services that help you implement the DevOps principles. In this book, you'll see how the most successful tech start-ups launch and scale their services on AWS and how you can too. Written by a lead member of Mediums DevOps team, this book explains how to treat infrastructure as code, meaning you can bring resources online and offline as necessary with the code as easily as you control your software. You will also build a continuous integration and continuous deployment pipeline to keep your app up to date. You'll find out how to scale your applications to offer maximum performance to users anywhere in the world, even when traffic spikes with the latest technologies, such as containers and serverless computing. You will also take a deep dive into monitoring and alerting to make sure your users have the best experience when using your service. Finally, you'll get to grips with ensuring the security of your platform and data. Style and approach This is a practical, hands-on, comprehensive guide to AWS, helping readers understand AWS in a step by step manner.

True Professionalism

True Professionalism
Author: David H. Maister,Robert Galford,Charles Green
Release: 2012-12-11
Editor: Simon and Schuster
Pages: 224
ISBN: 9781471108518
Language: en
Available for:

DESCRIPTION BOOK:

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.

Managing The Professional Service Firm

Managing The Professional Service Firm
Author: David H. Maister
Release: 2012-12-11
Editor: Simon and Schuster
Pages: 368
ISBN: 9781471109652
Language: en
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DESCRIPTION BOOK:

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.'

The Trusted Leader

The Trusted Leader
Author: Robert M. Galford,Anne Seibold Drapeau
Release: 2003-01-09
Editor: Simon and Schuster
Pages: 288
ISBN: 9781439108291
Language: en
Available for:

DESCRIPTION BOOK:

As today's headlines remind us, trust is the hot-button issue in business today, especially for investors, managers, workers, and consumers. More than ever before, the success of an organization depends on leadership that fosters strong connections across teams and among bosses, colleagues, and subordinates. Companies are in urgent need of trusted leaders, but how can managers meet that need? "Be trustworthy" is the short, logical answer, of course. But being trustworthy and building trust in an organization are not one and the same thing. The former is an inherent part of a person; the latter requires developed talent and considerable skill. Based on highly specific research and experience that covers a wide spectrum of managers and organizations, The Trusted Leader identifies the three critical types of trust that leaders need to master: strategic trust, organizational trust, and personal trust. It introduces a practical and effective formula for building organizational confidence, and provides a unique analysis of the obstacles to trust and the sources of resistance to the building of trust inside organizations. Through a series of interactive exercises, executives will learn how to determine where trust is missing and how it can be supplemented in people, departments, and even whole companies. Perhaps most timely are the book's series of diagnostic tools and skills that help executives rebuild trust that has been broken or betrayed. As business insiders and authors Robert Galford and Anne Seibold Drapeau show, trust inside a company provides focus, fuels passion, fosters innovation, and helps employers to hire and retain the best employees. Trust inside, the authors argue, also builds trust outside by gaining credibility with today's skeptical consumer. Trust is all too frequently overlooked in other leadership books, and is even more important today as companies face uncertain customer demands and the pressures to compete successfully in a whiplash market. Crises, restructurings, mergers, downturns, and executive departures are often trust-destroyers. The Trusted Leader examines those defining moments, and helps leaders turn such situations into trust-building experiences, creating a culture and legacy of trust throughout the organization at large. Rich in true stories, examples, and practical advice, The Trusted Leader guides leaders on how to climb the ladder of trust and how to secure their legacy as trusted leaders. For managers of all levels, The Trusted Leader is the only comprehensive guide for building trust inside an organization -- the key to every company's long-term survival and success.

The Trusted Advisor 20th Anniversary Edition

The Trusted Advisor  20th Anniversary Edition
Author: David H. Maister,Robert Galford,Charles Green
Release: 2021-02-02
Editor: Free Press
Pages: 336
ISBN: 9781982157104
Language: en
Available for:

DESCRIPTION BOOK:

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.