As founder and CEO of Trusted Advisor Associates, I’m passionate about crafting insights and ideas in ways that are memorable, and that allow people to change, beginning right now.
I specialize in commercial relationships where people in one organization get paid to persuade other people, within or outside their own organization. That includes sales, and it includes advice giving, both internal and external.
I have an MBA from Harvard and an undergraduate degree in Philosophy from Columbia (I also drove a NYC taxi part-time in college). I’ve been a consultant since 1976, and have been with Trusted Advisor Associates since I founded it in 1997. I have worked for about a hundred diverse clients over my career.
My Trust Story
Once, early in my career, I had to give a sales pitch — in front of my boss, no less. The client asked me, “What experience do you folks have doing sandpaper marketing?” The truth is, I had none.
I began to formulate a roundabout, MBA-talk line before my boss interrupted me: “None that I can think of,” he said, like it was the most natural thing in the world. And it was. The client was grateful for the honesty and the conversation then easily flowed to what we could provide.
It taught me the values of:
- Focusing on the client, not on myself
- Playing right for the long run, and letting the short run take care of itself
I oversee all of Trusted Advisor Associates’ services and practices. My original core profession was management consultant: helping people to make better decisions for themselves. Personally, I deliver keynote speeches and workshops/training sessions, as well as webinars.
My Trust Temperament:
- The Trusted Advisor
- Trust-Based Selling
- Leading with Trust
- The Trust-based Organization