MAISTER, David H
The trusted advisor - New York : Free Press, c2000 - 240 p.
Part One: Perspectives on trust 1. A sneak preview 2. What is a trusted advisor? 3. Earning trust 4. How to give advice 5. The rules of romance: relationship building 6. The importance of mindsets 7. Sincerity or technique? Part two: The structure of trust building 8. The trust equation 9. The development of trust 10. Engagement 11. The art of listening 12. Framing the issue 13. Envisioning an alternate reality 14. Commitment Part Three: Putting trust to work 15. What's so hard about all this? 16. Differing client types 17. The lieutenant clumbo approach 18. The role of trust in getting hired 19. Building trust on the current assignment 20. Re-earning trust away from the current assignment 21. The case of cross-selling 22. The quick-impact list to gain trust
074320414x
Desenvolvimento Gerencial e de Dirigentes
Análise de Decisões
Consultoria
The trusted advisor - New York : Free Press, c2000 - 240 p.
Part One: Perspectives on trust 1. A sneak preview 2. What is a trusted advisor? 3. Earning trust 4. How to give advice 5. The rules of romance: relationship building 6. The importance of mindsets 7. Sincerity or technique? Part two: The structure of trust building 8. The trust equation 9. The development of trust 10. Engagement 11. The art of listening 12. Framing the issue 13. Envisioning an alternate reality 14. Commitment Part Three: Putting trust to work 15. What's so hard about all this? 16. Differing client types 17. The lieutenant clumbo approach 18. The role of trust in getting hired 19. Building trust on the current assignment 20. Re-earning trust away from the current assignment 21. The case of cross-selling 22. The quick-impact list to gain trust
074320414x
Desenvolvimento Gerencial e de Dirigentes
Análise de Decisões
Consultoria
