The Trusted Advisor
by David H. Maister, Charles H. Green and Robert M. Galford
The trust equation (credibility + reliability + intimacy, divided by self-orientation) and how advisers earn the right to be heard. Essential for consultants, lawyers, accountants and anyone who sells expertise.
Read it if…
you sell advice and clients do not take it.
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Skip it if…
you sell products.
Try instead: The Manager's Path →
Three things you will actually use
- Trust = (C + R + I) / S.
- Self-orientation kills trust fastest.
- Earn the right to advise.
Do this first
Score yourself on the four trust variables; work on self-orientation.
Our verdict
The trust equation.
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