Publisher: Free Press, 2004, 240 pages
ISBN: 0-7432-1234-7
Keywords: Consulting, Sales
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.
A very interesting book, that I believe touches on very valid subjects. It is an OK book to read, but no bestseller, and some examples are extremely American in outlook, which makes them seem very strange from an European standpoint. But don't let this scare you away (even though the book would need some humour and some more compelling writing) as it is interesting if you're in the Consulting or Sales business, or need to interact with these kind of people (as most people do). Granted, most of the authors points can be found elsewhere, but very seldom collected in one accessible book, so I believe this book is worth the money and the time I invested in reading it. Even if I had few AHA moments, it managed to keep my interest, and I was even disappointed when it ended, as I was expecting more :-)
In short, well worth reading.
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