Solving Knowledge Management with Speed Dating: Interview with Clay Hebert
Most corporate discussions about knowledge management (KM) are about databases, software, and IT. One mid-sized law firm I know took a different approach – getting partners to interact over lunch. It was very effective. It turns out the 1-to-1 nature of speed dating is perfect for mega-companies that want to improve KM. That’s the kind […]
Trust Tip Video: The Four Most Trust Creating Words
Building trust can be as easy as saying four simple words: Tell Me More, Please. When you ask a client or colleague to tell you more–you are acknowledging that you are listening to them, and more importantly, that you care what they have to say. This small action creates big waves when it comes to […]
The Ugly Truth Behind Goldman Director’s Resignation
A few hours ago, the New York Times published a blistering Op Ed by Greg Smith, a Goldman Sachs director, titled Why I Am Leaving Goldman Sachs. It is getting remarkable coverage in the twittersphere, blogosphere and conventional press. And no wonder! It is a scathing indictment by a privileged insider of one of the […]
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THE TRUSTED ADVISOR FIELDBOOK
The pragmatic, field-oriented follow-on to the classic The Trusted Advisor. Green and Howe go deep into the how-to’s of trusted business relationships—loaded with stories, exercises, tips and tricks, and deeply practical advice.
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TRUST-BASED SELLING
“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, hard to live—and totally worth the effort.
THE TRUSTED ADVISOR
This classic book explores the paradigm of trust through the filter of professional services. It is a blend of thought and practice, clear ideas and practical suggestions, and it has found a place on many professionals’ working bookshelves.