The trusted advisor
by David H. Maister, Charles H. Green, Robert M. Galford · first published 2001
63% recommend38% neutral
Why HN recommends it
Covers how to build client trust through empathy and soft skills beyond technical quality. Useful for consultants and engineers moving into client-facing or leadership roles.
Summarised by Claude from recommending comments
"Maister, Green, and Galford enrich our understanding of trust - yet they have also written a practical book. Using their model of "The Trust Equation," they dissect the rational and emotional components of trustworthiness. They detail five distinct steps you must take to create a trust-based relationship. Each step - engage, listen, frame, envision, and commit - is 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 book
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…clients trust the quality of my work (and I ensure the quality of the people who are hired through me). Doing good work builds trust, but unfortunately many people stop at that. I'd recommend reading The Trusted Advisor [1]. It was originally written with management consultants in mind, but it is a good guideline in general for how to walk the line between personal and work relationships. Basically, you should look at…
on “Ask HN: How to move beyond “freelancer”?” ↗…I have a bit of experience to back up my suggestion. Talking to clients did not come easy for me and takes practice just like any other skill. You will learn from experience but I wish I read the book Trusted Advisor by David Maister earlier in my career. The key is to have empathy and remember one golden rule: It is never about you, make it always about them.
on “How can I learn to work with clients well?” ↗"The Trusted Advisor" by David Maister. (It's more about what makes you sellable than sales. And it's more than being a great engineer that makes you sellable.)
on “I'm an engineer that needs to sell my services. Any good books on sales?” ↗The Trusted Advisor
on “Ask HN: Which book would you read to grow your consulting business?” ↗…openly share what you know regularly and be a presence in the tech community you want to serve. This will reinforce your commitment to serving your market and industry. Good books on this topic - The Trusted Advisor - To Sell is Human https://softwaredoug.com/blog/2020/12/22/hack-your-career-wi...
on “Ask HN: How does your sales pipeline work?” ↗Not strictly management, but related:”The Trusted Advisor” is a book about consulting. Which is really the same soft skills you would need in leadership positions where you have a lot of domain experience and leadership is more about helping the team make their…
on “Ask HN: Best book / resources on leadership, especially for tech teams?” ↗…Christopher McDougall; The Existential Jesus, John Carroll; Fear and Trembling - Repetition, Soren Kierkegaard ----------------------------------------------------------- On the way in from Amazon: The Trusted Advisor, Maister; Secrets of Consulting: A Guide to Giving and Getting Advice Successfully, Weinberg; Rain Making: Attract New Clients No Matter What Your Field, Harding -----------------------------------------------------------…
on “What are you reading?” ↗…the high-end of consulting, clients already assume this to be this case (otherwise they wouldn't be spending $200+/hour for people fresh out of college). What clients are looking for is more akin to a 'trusted advisor'[1]. Someone they can trust and rely on. Yes, you can be socially awkward and still get the job done. But you probably won't be considered when the next opportunity arises; what people value are relationships.…
on “Why firms don't want you to be brilliant at your job” ↗Your techniques remind me of the book Maister/Green/Galford: the trusted advisor.
on “The Cost of Avoiding Sensitive Questions” ↗The Trusted Advisor (a book about consulting)
on “What are your top books on business?” ↗