Listening and Trust: Are You Losing your Ability to Connect?
I had my hearing tested the other day. The examiner told me that with a minor low-end exception, my hearing was quite good—“excellent for my age,” she added (which brought me down off my temporary jolt of pride). “But let me ask you, “ she said, “do you use a blackberry?” “Yes—but what’s that got […]
Harvard Business School 30 Years Later: Bring Back Joe
I attended my 30th reunion at Harvard Business School 2 weeks ago. I learned some trivia; e.g. the only student from the prior year (class of 1975) who took his graduation picture without wearing a tie was one George W. Bush. More importantly—the changes in HBS are a reflection of the changes business in general […]
Welcome to Charles H. Green’s Blog: Trust Matters
Charles H. Green is a Harvard School of Business graduate specializing in trusted relationships.
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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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“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.