A friend of mine, the CEO of a professional services firm, recently gave me a copy of David Maister’s The Trusted Advisor (2000). Buy it here. Maister is the author of the best selling, Managing The Professional Services Firm (1993).
Maister, and his two co-authors, Charlie Green and Rob Galford, posit that the realm of a true trusted advisor involves three skills,- 1. Earning Respect; 2. Giving Advice Effectively; and, 3. Building Relationships. The authors are adamant that professional service firms which focus only on content and expertise will be relegated to a service-offering or needs-based relationship.
The book is detailed, practical and prescriptive. It’s not just about what you should do during your journey to becoming a trusted advisor, but actionable suggestions on how you might accomplish your goal.
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