The Trusted Advisor Fieldbook: A Comprehensive Handbook for Leading with Trust
By Charles H. Green and Andrea Howe
To be published in October 2011.
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The Trusted Advisor Fieldbook is a practical guide to being a trusted advisor for leaders in any industry.
Whether you are a business developer, account manager, salesperson, project manager, program manager, unit leader, team leader, client relationship manager, C-level executive, consultant, or manager, your success as a leader will always be based on the degree to which your stakeholders trust you.
In this hands-on addition 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
- Develop your trust skill set
Authors Charles H. Green and Andrea Howe speak in concrete terms about how to dramatically improve your results in sales, relationship management, and organizational performance.
This pragmatic workbook delivers everyday tools, exercises, resources, and actionable to-do lists to train your thinking and your habits in order to earn the trust that is necessary to be a trusted advisor.
Put the knowledge and practices in The Trusted Advisor Fieldbook to work, and you’ll be someone who earns trust quickly, consistently, and sustainably — in business and in life.
Other Books by Charles H. Green
The Trusted Advisor
By Charles H. Green, David Maister and Robert M. Galford
The Trusted Advisor explores the paradigm of trust through the filter of professional services. It is a blend of thought and practice, clear ideas and practical suggestions. Action focused, this book includes a number of lists and action steps to help you generate measurable improvements in your business, your life, and the lives of your customers and clients.
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Trust-Based Selling
By Charles H. Green
“Sales” and “Trust” rarely inhabit the same sentence. Customers fear being “sold” — they suspect sellers have only their own interests at heart. Is this a built-in conflict? Or can sellers serve buyers’ interests and their own as well? The solution is simple to state and hard to live: You can’t fake trust. The only reason it sounds so radical is that it’s so uncommon. This book aims to make trust-based selling more common.