Who Are the Ultimate Trusted Advisors?
What profession do you think has the most ultimate trusted advisors per capita? Consultants? Doctors? Financial planners? I now know where my vote goes. PICU nurses. A Child in Intensive Care I spent the first ten days of 2011 coming from and going to the Pediatric Intensive Care Unit (PICU). Our six-year old niece “Abigail” […]
Trust & Investment Banking: Interview with The Epicurean Dealmaker
The Epicurean Dealmaker is the nom de plume of an investment banker who has written a blog by that name since January 2007. TED (as I’ll refer to him henceforth) recently achieved a measure of fame, or at least notoriety, by being interviewed and quoted in a New Yorker article calmly but deeply critical of […]
The TrustReader Volume 8
Welcome to the February ebook, Volume 8 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 need for greater transparency and relationships with various stakeholders in 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.