Rating: 
Summary: The Cornerstone of All Relationships
Review: According to the authors, "The theme of this book is that the key to professional success is not just technical mastery of one's discipline (which is, of course, essential), but also the quality to work with clients in such a way as to earn their trust and gain their confidence." The authors provide "a new understanding of the importance and potential of trust relationships with clients, and show how trust can be employed to achieve a wide range of rewards. We examine trust as a process, which has beginnings and endings, which can be derailed and encouraged, and which take place across time and experience. We analyze the key components of trust and the process which trust involves in a relationship." To give you at least some idea of what this book addresses, here are the questions answered in Part One ("Perspectives on Trust"):What would be the benefits if your clients trusted you more? What do great trusted advisors all seem to do? What are the dynamics of trusting and being trusted? How do you ensure that your advice is listened to? What are the principles of building strong relationships? What attitudes must you have to be effective? Do you really have to care for those you advise? In the final chapter, the authors include "The Quick-Impact List to Gain Trust" and then an Appendix in which they duplicate all of the checklists previously provided. I rate this book so highly for twqo reasons: First, because the content is rock-solid, anchored in a wealth of real-world experiences which the authors generously share; also because they explain HOW to gain and then sustain the trust of everyone with whom you do business. This book will be especially valuable to small-to-midsize companies whose success or failure is primarily (if not entirely) dependent upon client relationships based on trust. Buyers have lots of choices. It is not enough for them to trust what you sell. Others may well offer the same product or service. They must also trust you, the seller. And here's the key point: It is imperative that customer trust your advice as they consider a purchase from you but, ultimately, your customers must have so much confidence in you that they will also seek your advice on other matters which have nothing to do with what you sell. So-called "customer satisfactioon" is achieved on a per-transaction basis. As Jeffrey Gitomer correctly asserts, your objective should be "customer loyalty." The authors of this book explain HOW to achieve it and then HOW to sustain it.
Rating:
Summary: More than an Advisor
Review: An experienced colleague recommended this book to me at a conference. The title simply does not do this book justice but I bought it anyway. If you ever wondered how some consultants and professionals do such a good job obtaining and keeping clients, then READ THIS BOOK. I have recommended this book to all my clients and they agree. More importantly, very few so-called "advisors" do what this book explains clearly. Tremendous resource for any professional but many very powerful techniques to help you close contracts without sounding like a used car salesman. The case studies and examples hit home and force you to stop and think about your own style.
Rating: 
Summary: An easy to understand look at difficult topic.
Review: Here is a good book, that clearly and accurately describes how to master a difficult skill. As an IT consultant I found this book to be immediately helpful in furthering my consulting skills. This book takes the reader through the entire process of moving from "Subject Matter Expert" to Trusted Advisor. It accurately describes the benefits of this role for any professional rendering services. This might help one to justify training in this area to one's superiors. I was continually impressed with the how the book dealt with the topic of honesty. Clearly we all strive to be trustworthy, however when that alone is the goal one might be prone to dishonesty to create an illusion for the client to trust. I felt this book gave real guidance on how to proceed, without having to walk a fine line. I find this book to be of most value to an experienced professional/consultant, looking to hone an skill. It is of less value (but certainly some value) to new-comer to these types of skills. A better book for a new-comer would be "Managing the Professional Services Firm" by David Maister. That said, this book is worth much more than ~[price], buy it.
Rating:
Summary: An easy to understand look at difficult topic.
Review: Here is a good book, that clearly and accurately describes how to master a difficult skill. As an IT consultant I found this book to be immediately helpful in furthering my consulting skills. This book takes the reader through the entire process of moving from "Subject Matter Expert" to Trusted Advisor. It accurately describes the benefits of this role for any professional rendering services. This might help one to justify training in this area to one's superiors. I was continually impressed with the how the book dealt with the topic of honesty. Clearly we all strive to be trustworthy, however when that alone is the goal one might be prone to dishonesty to create an illusion for the client to trust. I felt this book gave real guidance on how to proceed, without having to walk a fine line. I find this book to be of most value to an experienced professional/consultant, looking to hone an skill. It is of less value (but certainly some value) to new-comer to these types of skills. A better book for a new-comer would be "Managing the Professional Services Firm" by David Maister. That said, this book is worth much more than ~[price], buy it.
Rating: 
Summary: Don't waiste your money
Review: I found this book too broad, although it gives some examples, and tries to use some formulas to figure out how much your client trust you, nothing scientificly proven. As a matter of fact this book is useless if you studied or read a lot about organizational behavior and HR management. This book talks about the relationship between consultant and his customer, how important it is to listen, talk and respect your customer, but a lot of it is common sense. Also talks about team work. However if someone is not familiar with Org Behavior and HR, it is a good book for a start.
Rating:
Summary: Maister is the Master
Review: My introduction to David Maister came from the former managing director of Burson-Marteller's Tokyo office, who recommended True Professionalism. That book became one of the "required readings" for my training company's staff. Since True Professionalism, I've read Managing the Professional Service Firm and found it heavy, over-detail-oriented and difficult to apply. Now comes The Trusted Advisor (with other authors) and I can say without a doubt this best book on trust development I've read--putting real meat in those abstract concepts like "credibility." His chapter where he introduces the equation where Trust = Credibility + Reliability + Intimacy, all divided by Self-orientation, would be worth the price of the book. No, there probably is nothing new under the sun, but Maister in this book (and in Practice What You Preach, another gem) provides the keys to create better results for clients, and shows us how to turn those keys to start the engine. If there were 10 stars to give, I'd rate this a 10.
Rating:
Summary: Maister is the Master
Review: My introduction to David Maister came from the former managing director of Burson-Marteller's Tokyo office, who recommended True Professionalism. That book became one of the "required readings" for my training company's staff. Since True Professionalism, I've read Managing the Professional Service Firm and found it heavy, over-detail-oriented and difficult to apply. Now comes The Trusted Advisor (with other authors) and I can say without a doubt this best book on trust development I've read--putting real meat in those abstract concepts like "credibility." His chapter where he introduces the equation where Trust = Credibility + Reliability + Intimacy, all divided by Self-orientation, would be worth the price of the book. No, there probably is nothing new under the sun, but Maister in this book (and in Practice What You Preach, another gem) provides the keys to create better results for clients, and shows us how to turn those keys to start the engine. If there were 10 stars to give, I'd rate this a 10.
Rating:
Summary: Not Only for Consultants...
Review: The application of this text is not specific to traditional "advice and counsel" roles, such as: attorney, process consultant, change agent, personal advisor, etc. Anyone with subject matter expertise must have this perspective in order to assist your client (either internal or external) in order to best serve their needs. Everone will benefit from these insights.
Rating:
Summary: Not Only for Consultants...
Review: The application of this text is not specific to traditional "advice and counsel" roles, such as: attorney, process consultant, change agent, personal advisor, etc. Anyone with subject matter expertise must have this perspective in order to assist your client (either internal or external) in order to best serve their needs. Everone will benefit from these insights.
Rating:
Summary: Very Useful Professional Guidance Tool
Review: The book provides very useful information for organizations dedicated to providing professional services. From lists to review and to applicable references, this book is worth the time to read. Often books of this nature prophesizes without a granular approach, this is not the case with The Trusted Advisor. For me, it is a reference for mentoring as well as day to day practice.
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