When the Client Cuts Your Face Time in Half
Are you having trouble with scheduled client meetings getting blown off? For example: your progress update meeting with the client is scheduled for an hour, starting at 11AM. You’re hopeful it might extend to a lunch invitation. 11AM comes and goes, and the client is still in a meeting. Word comes from the client’s AA […]
The Trusted Executive: John Blakey
John Blakey is a UK-based author, speaker and executive coach. He just came out with a new book, The Trusted Executive. In this issue of Trust Matters, I chat with him about the book, and about his view of trust. John, welcome to Trust Matters. You’ve got a new book out – The Trusted Executive. […]
Can Trust Replace Contracts?
Too often trust is thought of as a nice-to-have but vaguely soft, squishy, liberal sort of relationship thingy. Not often enough do we realize it also holds the key to reducing costs and time, and to fostering innovation and new value creation. It also mitigates risk. It’s true: trust is highly profitable. Consider how Warren Buffett […]
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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.