We’re counting down the days until “The Trusted Advisor Fieldbook: A Comprehensive Toolkit for Leading with Trust,” a new book written by myself and Andrea Howe (to be published by Wiley Books, hitting the shelves on October 31) by lighting up the twittersphere with a series of daily Trust Tips. You can find these snippets […]
In celebration of the “The Trusted Advisor Fieldbook: A Comprehensive Toolkit for Leading with Trust” a new book written by myself and Andrea Howe in partnership with Wiley Books, we’ve been tweeting a series of Daily Trust Tips. Andrea and I tweet one #TrustTip per business day, counting down until publication day, October 31. You […]
The other night I met Kevin. Kevin is a late forty-something career consultant; for all but a few years of his career, he spent his work-weeks in various cities away from his wife and son. Yet he and his son are very close. Kevin consciously developed rituals for the two of them and faithfully followed […]
Which of these statements resonates more with you? 1. I try to win, because losing sucks. 2. I try to serve my clients, because then I win too. 3. I try to serve my clients, which generally works out best for me as well. If you chose #1, OK, I get it, I like competing […]
Join us at one or more upcoming Trusted Advisor Associates events. This Spring, we’ll be hosting and participating in events in Cambridge, MA; Boston, MA; London, England; Washington DC and through globally accessed webinars. Also, a word about the Trusted Advisor Mastery Program. —————————————- Fri. May 6th Cambridge, MA Charles H. Green Charlie Green will […]
One of the hot issues on the web these days (along with curation and inbound marketing) is content. Actually, other than a short period where portals ruled the headlines, I’m not sure if “content” ever really went out of vogue. In any case, friend across the pond Sonja Jefferson runs Valuable Content. They do website […]
As announced two weeks ago, we (Andrea P. Howe and Charles H. Green) are writing a book, The Trusted Advisor Fieldbook, to be published by Wiley Books in November. True stories are a critical part of a practical book like that, and we’ve got a ton. But we’re still short 3-5 stories: namely, the top […]
Welcome to the April ebook, Volume 9 of the Trust Reader. We use the Trust Reader series to announce the publication of new articles on the Trusted Advisor website. This month’s issue is made up of three articles, which share one broad theme: the relationship between giving and getting. This of course has implications for […]
Q. What do Paul Krugman (Nobel-prize-winning economist) and Scott Greenfield (criminal defense attorney) have in common? A. Both are occasionally wrong, but never in doubt. Q. What’s the difference between Paul Krugman and Scott Greenfield? A. In the recent case of markets and professional ethics, one of them is wrong—and it’s not Krugman. Krugman […]
Last week we announced “The Trusted Advisor FieldBook: A Comprehensive Toolkit for Leading with Trust,” a new book written by myself and Andrea Howe in partnership with Wiley Books. As part of the build-up to the book, we started a series of Daily Trust Tips, one per business day, counting down until publication day, October […]
You’ve graduated from Question Obsession 101. You’ve learned not to pepper clients with endless questions or craft that perfect “Keystone Arch Question” expecting miracles. You’re focusing on relationships, creating insights, and empowering clients. But have you fallen into the next trap? The Answer Trap. Many consultants who overcome question obsession swing to the opposite extreme, […]
Question Obsession: The Silent Sales KillerMay 6, 2025 - 5:00 pmHave you counted how many questions you ask in your typical client meeting? Do you find yourself carefully crafting the “perfect” question sequence before every sales call? Are your meeting notes filled with question frameworks rather than real insights? If so, you may be suffering from Question Obsession—a condition that’s quietly sabotaging your client relationships […]