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 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. To demonstrate the paramount importance of trust, the authors use anecdotes, experiences, and examples — successes and mistakes, their own and others’ — to great effect. The result is an immensely readable book that will be welcomed by the inexperienced advisor and the most seasoned expert alike.

• In this book, we discuss the importance of trust relationships with clients, showing how trust can be employed to achieve a wide range of rewards.
• We also explore the relationship between trust and successful advice-giving, the key components of trust and the way it can be nurtured in a relationship.
• We offer a way to map the trust development process, and reveal the capabilities that must be developed to successfully navigate the process.
• We help you determine the level of trust in your current relationships and show you how to be more worthy of trust, and how to make that worthiness evident to your clients.