Entries by Charles H. Green

Competing with Colleagues

When I co-wrote The Trusted Advisor with David Maister and Rob Galford a few years back, it became reasonably successful within several months. (Amazingly, it still ranks #5,252 – as of last night – on the list of all books on Amazon. That’s all books, including Harry Potter, Malcolm Gladwell, etc. I’ll take long-sellers over best-sellers any day […]

Building the Trust-based Organization, Part II

In last week’s “Building the Trust-based Organization Part I,” I suggested that approaches to trust at the organizational level fell into several categories. Like the parable of the blind men and the elephant, all captured some part of the puzzle, but none grasped the entirety of the issue.  The five categories I listed were: 1. Trust […]

Building the Trust-based Organization

Last week, I wrote about why organizations don’t teach trust.  Now let’s move from diagnosis to prescription – let’s delve into how to build a trust-based organization. —- Let’s start by behind honest: do your eyes glaze over at a title like “building the trust-based organization?” Mine do. I always click on such titles, but […]

Are You Talking Your Way Out of a Sale?

We’ve all done it. Talked ourselves just a little too far back into a corner. Often – and especially in a sales meeting – it’s because we feel a need to fill that conversational void. But rather than being helpful, rattling on can be detrimental to your getting the sale. Read on to find out more about […]

Why Your Clients Don’t Trust You – and How to Fix It

Politics has sucked up most of the oxygen surround trust recently. Now, trust in politics turns out to be a complicated matter – by comparison, trust in business is a relatively simple business. So – what about your business? Hopefully your clients trust you more than the trust ratings of both the US presidential candidates. […]

Trust is Not Reputation

Four words can have a big impact: Trust is not reputation. But what does that mean? This year especially it seems the two words have been thrown around interchangeably for some time. I took a look back at the last time I addressed the difference of the two words and how their definitions got confused along the […]