The Trusted Advisor
By David H. Maister; Charles H. Green; Robert M. Galford
(Free Press, Paperback, 9780743212342, 256pp.)
Publication Date: September 25, 2001
Other Editions of This Title: eBook, Compact Disc (July 2009), Compact Disc (July 2009), MP3 CD (July 2009), Hardcover (October 5, 2000)
Categories: Business Communication - General, Consulting, Leadership
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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.
Robert M. Galford is currently a Managing Partner of the Center for Executive Development in Cambridge, Massachusetts, and was formerly the executive vice president and chief people officer of Digitas, Inc., a leading Internet professional services firm with over 1,400 employees. He taught for many years on executive programs at the Columbia Graduate School of Business and the Kellogg Graduate School of Management at Northwestern University, in addition to consulting to professional services firms, technology companies, and financial institutions.
Rob has lived and worked in both Western Europe and North America as a vice president of The MAC Group and its successor firm, Gemini Consulting. He has practiced law with the international firm of Curtis, Mallet-Prevost, Colt & Mosle in New York and Washington, and has also worked in investment management for Citicorp.
Rob's writing and commentaries on management have been published in the Boston Globe and he is a three-time contributor to the Harvard Business Review. He currently sits on the boards of directors of Forrester Research, Inc., and Access Data Corporation. He also hosts the business video Talk About Change! with the popular cartoon character Dilbert.
His educational background includes Liceo Segre, Turin, Italy; a B.A. in economics and Italian literature from Haverford College; an M.B.A. from Harvard; and a J.D. from Georgetown University Law Center, where he was an associate editor of The Tax Lawyer. Rob lives with his family in Concord, Massachusetts. He may be reached at:
E-mail: rgalford@tiac.net
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.
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