Speaking Engagements

Charles H. Green, co-author of The Trusted Advisor (Free Press, October 2000) and Trust-based Selling (McGraw-Hill, December 2005) presents and speaks on the nature of trusted client relationships in business. Dynamic and literate, his talks are fact-based, provocative, and highly practical.

Mr. Green is represented exclusively by the Leigh Bureau.

Target Audiences

People who must manage high-level and complex client relationships. That includes:

• professional service firms (law, accounting, consulting, actuarial, advertising)
• private banking, commercial banking, financial planning
• client relationship functions in complex businesses, e.g. enterprise software
• selling organizations for complex products/services
• internal consultative functions like HR and IT.

Subject Matter

Mr. Green gives keynotes and presentations on the following topics:

• The Trusted Advisor: What it Means, What it Takes to Be One
• Trust-Based Selling: Beyond Price, Product and Client Relationships
• Leadership and Trust: Tough Empathy and Radical Truth-Telling
• Sales Myths: How Clients Really Buy Complex Intangible Services
• Building Trust-Based Sales Organizations
• The Decline of Organizations and the Rise of Trust-Based Networks

He addresses such issues as the trust equation (the components of trust), the five-step process by which trust is created, trust-based buying and selling models, the four organizational trust principles, and a variety of highly practical tools to improve one's trustworthiness.

Approach

Mr. Green works from the paradigm of the Trusted Advisor, built from 25 years of experience with the professional services industry. His presentations are rich with real examples, as well as drawing from current business events. He speaks effectively before any size group.

For references, please see our Clients page.