The Trusted Advisor de David H. Maister, Charles H. Green et Robert M. Galford est un ouvrage de r\u00e9f\u00e9rence sur la confiance dans la relation client des professionnels du conseil. Cette occasion propose une lecture pratique pour les consultants, avocats et n\u00e9gociateurs souhaitant gagner la confiance de leurs clients.<\/p>\n
The essential “must have” tool for professionals who advise or negotiate with others in today’s new economy.<\/p>\n
In today’s fast-paced networked economy, professionals must work harder than ever to maintain and improve their business skills and knowledge. But technical mastery of your discipline is not enough, assert world-renowned professional advisors David H. Maister, Charles H. Green, and Robert M. Galford. The key to professional success, they argue, is the ability to earn the trust and confidence of clients. The creation of trust is what earns the right to influence clients; trust is also at the root of client satisfaction and loyalty. The workings of trust are even more critical in the new economy than in the old.<\/p>\n
Maister, Green, and Galford enrich our understanding of trust — yet they have also written a deeply practical book. Using their model of “The Trust Equation,” they dissect the rational and emotional components of trustworthiness. With precision and clarity, they detail five distinct steps you must take to create a trust-based relationship. Each step — engage, listen, frame, envision, and commit — is richly described in distinct chapters. The book is peppered with pragmatic “top ten” lists aimed at improving advisors’ effectiveness that can be put to use instantly. It also includes a trust self-diagnostic in the appendix.<\/p>\n
This immensely readable book will be welcomed by the inexperienced advisor and the most seasoned expert alike. The authors use anecdotes, experiences, and examples — successes and mistakes, their own and others’ — to great effect. Though they use the professional services advisor\/client paradigm throughout the book, their prescriptions have resonance for other trust-reliant situations — selling, customer relationship management, and internal staff functions like HR and information technology.<\/p>\n
The result is a\u00a0tour de force<\/span>\u00a0— brilliant, penetrating, unique. It is essential reading for anyone who must advise, negotiate, or manage complex relationships with others.<\/p>\n The Trusted Advisor part d'un constat : dans une \u00e9conomie en r\u00e9seau et rapide, la ma\u00eetrise technique ne suffit plus, et la cl\u00e9 du succ\u00e8s professionnel est la capacit\u00e9 \u00e0 gagner la confiance des clients. Les auteurs proposent le mod\u00e8le de \u00ab l'\u00e9quation de la confiance \u00bb, qui d\u00e9compose la cr\u00e9dibilit\u00e9, la fiabilit\u00e9 et l'intimit\u00e9, rapport\u00e9es \u00e0 l'orientation vers soi. Ils d\u00e9taillent ensuite cinq \u00e9tapes pour b\u00e2tir une relation fond\u00e9e sur la confiance : engager, \u00e9couter, cadrer, imaginer et s'engager. Chaque \u00e9tape fait l'objet d'un chapitre d\u00e9velopp\u00e9. L'ouvrage contient aussi des listes pratiques \u00ab top dix \u00bb et un autodiagnostic de la confiance en annexe, ce qui le rend directement applicable par les professionnels d\u00e9butants comme exp\u00e9riment\u00e9s.<\/p>\n David H. Maister est un ancien professeur de la Harvard Business School, sp\u00e9cialiste des cabinets de services professionnels, auteur de r\u00e9f\u00e9rence sur leur gestion. Charles H. Green est consultant et sp\u00e9cialiste de la vente et de la relation client fond\u00e9es sur la confiance. Robert M. Galford est consultant en leadership et en management. Ensemble, ils ont d\u00e9velopp\u00e9 l'approche de la confiance appliqu\u00e9e aux professionnels du conseil.<\/p>\n Tous les livres de Charles H. Green<\/a><\/p>\n Vous cherchez The Trusted Advisor ? Cet exemplaire d'occasion est disponible sur Ktebi Ktebek, la premi\u00e8re marketplace circulaire du livre de seconde main en Tunisie. Commandez-le en ligne et faites-vous livrer partout en Tunisie. Acheter d'occasion, c'est donner une seconde vie \u00e0 un livre tout en lisant \u00e0 petit prix. D\u00e9couvrez d'autres livres dans la cat\u00e9gorie Management & leadership<\/a>.<\/p>","protected":false},"excerpt":{"rendered":" In today’s fast-paced networked economy, professionals must work harder than ever to maintain and improve their business skills and knowledge. But technical mastery of your discipline is not enough, assert world-renowned professional advisors David H. Maister, Charles H. Green, and Robert M. Galford. The key to professional success, they argue, is the ability to earn the trust and confidence of clients. The creation of trust is what earns the right to influence clients; trust is also at the root of client satisfaction and loyalty. The workings of trust are even more critical in the new economy than in the old.<\/p>","protected":false},"featured_media":70906,"comment_status":"open","ping_status":"closed","template":"","meta":[],"product_brand":[10360],"product_cat":[19254],"product_tag":[6359,6398,6399,6362,6363,8262,6366],"class_list":["post-70905","product","type-product","status-publish","has-post-thumbnail","product_author-charles-h-green","product_author-david-h-maister","product_author-robert-m-galford","product_brand-free-press","product_cat-management","product_tag-business","product_tag-leadership","product_tag-management","product_tag-nonfiction","product_tag-personal-development","product_tag-professional-development","product_tag-self-help","first","outofstock","shipping-taxable","purchasable","product-type-simple"],"jetpack_sharing_enabled":true,"_links":{"self":[{"href":"https:\/\/ktebiktebek.com\/ar\/wp-json\/wp\/v2\/product\/70905","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/ktebiktebek.com\/ar\/wp-json\/wp\/v2\/product"}],"about":[{"href":"https:\/\/ktebiktebek.com\/ar\/wp-json\/wp\/v2\/types\/product"}],"replies":[{"embeddable":true,"href":"https:\/\/ktebiktebek.com\/ar\/wp-json\/wp\/v2\/comments?post=70905"}],"version-history":[{"count":0,"href":"https:\/\/ktebiktebek.com\/ar\/wp-json\/wp\/v2\/product\/70905\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/ktebiktebek.com\/ar\/wp-json\/wp\/v2\/media\/70906"}],"wp:attachment":[{"href":"https:\/\/ktebiktebek.com\/ar\/wp-json\/wp\/v2\/media?parent=70905"}],"wp:term":[{"taxonomy":"product_brand","embeddable":true,"href":"https:\/\/ktebiktebek.com\/ar\/wp-json\/wp\/v2\/product_brand?post=70905"},{"taxonomy":"product_cat","embeddable":true,"href":"https:\/\/ktebiktebek.com\/ar\/wp-json\/wp\/v2\/product_cat?post=70905"},{"taxonomy":"product_tag","embeddable":true,"href":"https:\/\/ktebiktebek.com\/ar\/wp-json\/wp\/v2\/product_tag?post=70905"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}R\u00e9sum\u00e9 de The Trusted Advisor<\/h2>\n
\u00c0 propos de Charles H. Green<\/h2>\n
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Acheter The Trusted Advisor d'occasion en Tunisie<\/h2>\n
The Trusted Advisor by David H. Maister , Charles H. Green , Robert M. Galford<\/h3>\n