Mon, 23 Dec 2024 10:00:22 GMT
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"The 20th anniversary edition of the "brilliant and practical" (Tom Peters, author of The Professional Service 50) business classic-now updated to reflect the digital world-provides essential tools and wisdom for all consultants, negotiators, and advisors"--.
Chapter 1: The Catalyst
* Summary: Introduces the concept of the Trusted Advisor, a professional who consistently exceeds expectations and builds long-term relationships based on trust.
* Example: A financial advisor who goes beyond investment management to provide clients with holistic financial planning and emotional support.
Chapter 2: Understand Yourself
* Summary: Explores the importance of self-awareness and personal values in building trust.
* Example: A manager who recognizes their strengths and weaknesses, actively seeks feedback, and adapts their communication style to the needs of their team.
Chapter 3: Build Credible Relationships
* Summary: Outlines principles for establishing and maintaining trust in professional relationships.
* Example: A sales representative who listens actively, demonstrates empathy, and delivers on promises consistently.
Chapter 4: Identify Needs and Challenges
* Summary: Emphasizes the skill of deep interrogation to uncover hidden needs and challenges.
* Example: A consultant who conducts thorough research, conducts interviews, and develops a comprehensive understanding of a client's business.
Chapter 5: Frame and Deliver Insight
* Summary: Explores how to effectively communicate insights and recommendations that are clear, compelling, and actionable.
* Example: A strategist who uses data and storytelling to present a compelling case for a new product launch.
Chapter 6: Navigate the Power Dynamic
* Summary: Addresses the challenges of building trust in situations with power imbalances.
* Example: An executive sponsor who recognizes their influence, uses it wisely, and creates a culture of respect and inclusivity.
Chapter 7: Build Your Personal Brand
* Summary: Outlines the importance of developing a personal brand that aligns with the values of the Trusted Advisor.
* Example: A thought leader who writes articles, speaks at conferences, and actively engages on social media to establish their expertise.
Chapter 8: Sustain the Relationship
* Summary: Emphasizes the ongoing effort required to maintain and strengthen trusted relationships.
* Example: A consultant who regularly checks in with clients, provides updates on progress, and actively seeks feedback to ensure continued alignment.
