The Twelve Steps of Business Relationships
Rarely will you see someone fail in business who has thoroughly followed these simple suggestions. Those who do fail are typically people who are incapable of being honest – with their colleagues, their customers and their partners. Other problems may temporarily deflect you, but the ability to be rigorously honest will prove immeasurably beneficial in […]
There Are Two Kinds of People In This World…
In a piece called Late Bloomers, Malcolm Gladwell describes writer Ben Fountain, who wandered for decades doing research before he became an overnight sensation. By contrast, some writers (Melville, T. S. Eliot) instinctively knew their minds and needed no research beyond inspiration. The same is true of painters: think of Cezanne (the wanderer) vs. Picasso […]
A Better New Year’s Resolution
I wrote a good blog post at this time five years ago, and haven’t improved on it yet. Here it is again. Happy New Year. —————– My unscientific sampling says many people make New Years resolutions, but few follow through. Net result—unhappiness. It doesn’t have to be that way. You could, of course, just try […]
Talk To Us
Build deeper trust with your clients and colleagues
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.
FIND OUT MORE
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.