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Informationen zum Autor 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. Klappentext 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 Zusammenfassung A guide to being a trusted advisor for leaders in any industry. It provides 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. Inhaltsverzeichnis Introduction xvi Why a Fieldbook xvi Who Should Read this Book xvi How to Use this Book xvii Where to Begin xvii Part I A Trust Primer 1 Chapter 1 Fundamental Truths 3 Trust Requires Trusting and Being Trusted 3 Trust Is Personal 3 Trust Is about Relationships 4 Trust Is Created in Interactions 4 There Is No Trust without Risk 4 Trust Is Paradoxical 5 Listening Drives Trust and Influence 5 Trust Does Not Take Time 5 Trust Is Strong and Durable, Not Fragile 6 You Get What You Give 7 Chapter 2 Fundamental Attitudes 9 Principles over Processes 9 You Are More Connected than You Think 11 It's Not about You 11 Curiosity Trumps Knowing 11 Time Works for You 13 Chapter 3 The Dynamics of Influence 15 Earning the Right to Be Right: Three Steps 15 A Five-Point Checklist for Influencing Meetings 18 Chapter 4 Three Trust Models 22 The Trust Equation 22 The Trust Creation Process 2...
