The Trusted Advisor
byDavid H. Maister
The Trusted Advisor opened with a powerful point; people don't want you to solve their problems unless they give you the right to solve them. The right to solve problems is earned by informed listening, with in turn is driven by curiosity. The traits of a trusted advisor are: Help clients think through things, They don't substitute their judgment for the client's, They give clients reasons, not just their conclusions, and the give clients options, increasing their understanding of those options, provide them a recommendation and let them choose. The book is very organized and goes on to go deeper into what trust means, the five stages of trust through engaging, listen, frame, vision, and commit, and how to talk to your clients.
Motivations to Read
During my time working in consulting, we were recommended to read the Trusted Advisor to better understand the consultant and client relationship. I also had started mentoring and wanted to learn more about structuring mentorship and how to truly become someone's advisor. In today's world it's important to understand how to service others while knowing how to communicate empathically. Trust is a big part of any long lasting relationship.
3 Reasons to Read
- Learn how to earn your client's trust
- You're in a consultancy or advising related position or industry
- Improve your communication with clients or customers
