The Trusted Advisor Fieldbook

A practical guide to being a trusted advisor for leaders in any industry

In this hands-on successor to the popular book The Trusted Advisor, you'll find answers to pervasive questions about trust and leadership—such as how to develop business with trust, nurture trust-based relationships, build and run a trustworthy organization, and develop your trust skill set. This pragmatic workbook delivers everyday tools, exercises, resources, and actionable to-do lists for the wide range of situations a trusted advisor inevitably encounters. The authors speak in concrete terms about how to dramatically improve your results in sales, relationship management, and organizational performance.

Your success as a leader will always be based on the degree to which you are trusted by your stakeholders. Each chapter offers specific ways to train your thinking and your habits in order to earn the trust that is necessary to be influential, successful, and known as someone who makes a difference.

• Self-administered worksheets and coaching questions provide immediate insights into your current business challenges
• Real-life examples demonstrate proven ways to "walk the talk"
• Action plans bridge the gap between insights and outcomes

Put the knowledge and practices in this fieldbook to work, and you'll be someone who earns trust quickly, consistently, and sustainably—in business and in life.

Commended for Axiom Business Book Awards (Business Ethics) 2012

CHARLES H. GREEN is founder and CEO of Trusted Advisor Associates. The author of Trust-Based Selling and coauthor of The Trusted Advisor, he is a noted speaker on trust in sales, within organizations, and in external business relationships.

ANDREA P. HOWE is part of the leadership team of Trusted Advisor Associates. She is also the founder and President of BossaNova Consulting Group. A veteran consultant and seminar leader, Andrea specializes in serving global professional services firms.

A practical guide to being a trusted advisor for leaders in any industry Your success as a leader depends on your stakeholders' trust. In this hands-on companion to the bestselling The Trusted Advisor, you'll find actionable tools, exercises, and resources for the situations that any leader inevitably encounters. Put them to work, and you'll earn trust quickly, consistently, and sustainably--in business and in life. "Leaders and aspiring leaders understand the central importance of trust-based relationships. The Trusted Advisor Fieldbook is a practical guide for leaders at all levels in building and maintaining relationships with clients and colleagues. Success requires this critical asset." --Jim Quigley, former CEO of Deloitte Touche Tohmatsu Limited "This is an extensive and in-depth collection of practical tools and exercises that will help anyone improve his or her ability to earn trust. A major contribution." --David Maister, coauthor of The Trusted Advisor "This book is a really valuable resource for anyone who needs to sharpen their trust-building skills--and who doesn't? It's packed with practical tools and ideas." --Matt Nixon, VP Organisation Effectiveness, Royal Dutch Shell "Everyone talks about being a 'trusted advisor,' but few people have real science behind it. Green and Howe have got experience, data, and perspective; they don't shy from the really difficult tasks in client relationships. We have found them to bring practical, tactical expertise to the ideas already developed in The Trusted Advisor and Trust-Based Selling." --Mark Hawn, Managing Partner, Accenture "When The Trusted Advisor published in 2000, I called it a brilliant and practical book. The Trusted Advisor Fieldbook is even more practical--and instructive--on how to develop trustworthiness, both in yourself and your organization." --Tom Peters, coauthor of In Search of Excellence

A practical guide to being a trusted advisor for leaders in any industry Your success as a leader depends on your stakeholders trust. In this hands-on companion to the bestselling The Trusted Advisor, youll find actionable tools, exercises, and resources for the situations that any leader inevitably encounters. Put them to work, and youll earn trust quickly, consistently, and sustainably--in business and in life. "Leaders and aspiring leaders understand the central importance of trust-based relationships. The Trusted Advisor Fieldbook is a practical guide for leaders at all levels in building and maintaining relationships with clients and colleagues. Success requires this critical asset." --Jim Quigley, former CEO of Deloitte Touche Tohmatsu Limited "This is an extensive and in-depth collection of practical tools and exercises that will help anyone improve his or her ability to earn trust. A major contribution." --David Maister, coauthor of The Trusted Advisor "This book is a really valuable resource for anyone who needs to sharpen their trust-building skills--and who doesnt? Its packed with practical tools and ideas." --Matt Nixon, VP Organisation Effectiveness, Royal Dutch Shell "Everyone talks about being a trusted advisor, but few people have real science behind it. Green and Howe have got experience, data, and perspective; they dont shy from the really difficult tasks in client relationships. We have found them to bring practical, tactical expertise to the ideas already developed in The Trusted Advisor and Trust-Based Selling." --Mark Hawn, Managing Partner, Accenture "When The Trusted Advisor published in 2000, I called it a brilliant and practical book. The Trusted Advisor Fieldbook is even more practical--and instructive--on how to develop trustworthiness, both in yourself and your organization." --Tom Peters, coauthor of In Search of Excellence

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