May 31st 2002
The Trusted Advisor. David Maister, Charles Green & Robert Galford ISBN:074320414X
David Maister ( Managing the Professional Services Firm) is the guru of the high value consulting market.
With his fellow Harvard Business Review colleagues, David has written the book on trust and how it impacts service companies. He has laid out a five step process in building trust ( Engage, Listen, Frame, Envision and Commit ) and placed it in a context of the high margin repeatable business we all strive for. Readable, immediately useful, this is one for your permanent library.