Dealing with the Honest Majority and the Dishonest Minority: Tales from the auto industry
This is a guest-post by Matti Kurvinen, a former Accenture partner, now an independent consultant focusing on service strategy and operations and warranty management. We welcome him to Trust Matters. — This blog has recently addressed what to do when someone abuses your trust. Of course, most of our business partners are fully honest and […]
How You Use Your Smarts Is What Attracts Clients
You’ve heard, “It’s not what you know; it’s who you know.” You’ve also heard the reverse. You’ve heard, “You’ve got a limited amount of time to impress them; use it.” But you’ve also heard, “Let the client do most of the talking.” And you’ve probably heard, “You’ve got to be just a little smarter than […]
The Consulting Industry: the Critical Role of Interpersonal Relationships
This is the first in an occasional series on trust in particular industry verticals. This post looks at the consulting industry. ———— In consulting, some things are changing. And some are not. The biggest trend is, of course, the digitization of the firm’s service offerings. For example, nearly three quarters of one large consulting firm’s […]
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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.