The Trusted Advisor: 20th Anniversary Edition
About this product
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.
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 one’s discipline is not enough, assert 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.
In this 20th anniversary edition, Maister, Green, and Galford enrich our understanding of today’s society and illustrate how to be effective communicators in a digital world. 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.
This immensely accessible book offers “an invaluable road map to all those who seek to develop truly special relationships with their clients” (Carl Stern, CEO, Boston Consulting Group). The authors weave together anecdotes, experience, and examples of both their own and others’ successes and mistakes to great effect. The Trusted Advisor is essential reading for anyone who must advise, negotiate, or manage complex relationships with others. Read more
Editor's Take
Amazon reviewers describe The Trusted Advisor: 20th Anniversary Edition as practical, easy to understand, and especially useful for consultants, advisors, and sales professionals. Amazon feedback highlights common-sense advice, clear examples, and actionable guidance, while a few readers say the ideas feel somewhat basic or dated for experienced readers.
Goodreads reviewers are broadly positive too, with many calling it required reading for consultants and noting that the 20th anniversary edition adds useful updates for today’s business environment. Some Goodreads comments praise the book’s organization and the trust framework, while a minority say parts feel repetitive or too elementary.
Independent book-review sites and blog reviews echo the same theme: the book is widely seen as a strong foundation for building trust-based client relationships and improving professional credibility. Overall sentiment across these sources is favorable, with the main criticism being that the advice can feel familiar rather than groundbreaking.
Price History
Specifications
| Publisher | Free Press |
| Publication date | February 2, 2021 |
| Edition | Anniversary |
| Language | English |
| Print length | 336 pages |
| ISBN-10 | 1982157100 |
| ISBN-13 | 978-1982157104 |
| Item Weight | 9.6 ounces |
| Dimensions | 0.22 x 0.9 x 0.33 inches |
| Best Sellers Rank | #4,695 in Books ( See Top 100 in Books ) #1 in Consulting #42 in Business Management (Books) #64 in Leadership & Motivation |
| Customer Reviews | 4.5 4.5 out of 5 stars (1,746) |
