Trusted Advisor, Maister

Автор: Maister, David H. Galford, Robert Green, Charles
Название: Trusted advisor
ISBN: 0743207769 ISBN-13(EAN): 9780743207768
Издательство: Simon & Schuster
Цена: 17940 T
Описание: In order to survive, today`s professionals must earn the trust of their clients and re-earn it throughout their careers. Now David Maister, the famed ""guru`s guru,"" joins forces with a pair of elite consultants to deliver a dynamic must read for successfully negotiating relationships in today`s bold new economy.

Автор: Maister
Название: Trusted Advisor
ISBN: 074320414X ISBN-13(EAN): 9780743204149
Издательство: Simon & Schuster
Цена: 20690.00 T
Наличие на складе: Нет в наличии.
Описание: 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 your discipline is not enough, assert world-renowned 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. The creation of trust is what earns the right to influence clients; trust is also at the root of client satisfaction and loyalty. The workings of trust are even more critical in the new economy than in the old.

Maister, Green, and Galford enrich our understanding of trust -- yet they have also written a deeply practical book. 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. The book is peppered with pragmatic "top ten" lists aimed at improving advisors' effectiveness that can be put to use instantly. It also includes a trust self-diagnostic in the appendix.

This immensely readable book will be welcomed by the inexperienced advisor and the most seasoned expert alike. The authors use anecdotes, experiences, and examples -- successes and mistakes, their own and others' -- to great effect. Though they use the professional services advisor/client paradigm throughout the book, their prescriptions have resonance for other trust-reliant situations -- selling, customer relationship management, and internal staff functions like HR and information technology.

The result is a "tour de force" -- brilliant, penetrating, unique. It is essential reading for anyone who must advise, negotiate, or manage complex relationships with others.

Автор: Maister, David H.
Название: Managing the Professional Service Firm
ISBN: 0684834316 ISBN-13(EAN): 9780684834313
Издательство: Simon & Schuster
Цена: 19930.00 T
Наличие на складе: Есть у поставщика Поставка под заказ.
Описание: This text offers practical ideas on the managerial problems of professional service firms. It shows that professional firms are different from other business enterprises in two ways. First, they are in the business of providing highly customized services and therefore cannot apply many of the management principles developed for the mass production industrial world.

Second, professional services are highly personalized and involve the skills of individuals, therefore firms must compete not only for clients, but also for talented professionals. This text explores issues ranging from marketing and business development to multinational strategies, from human resource policies to profit improvement strategies, from strategic planning to the effective behaviour of practice leaders.