The Trusted Advisor Fieldbook: A Comprehensive Toolkit for Leading with Trust

by Charles H. Green, Andrea P. Howe

A practical guide to being a trusted advisor for leaders in any industryIn this hands-on successor to the popular book "The Trusted Advisor, " you'll find answers to pervasive questions about trust and leadership--such as how to develop business with trust, nurture trust-based relationships, build and run a trustworthy organization, and develop your trust skill set. This pragmatic workbook delivers everyday tools, exercises, resources, and actionable to-do lists for the wide range of situations a trusted advisor inevitably encounters. The authors speak in concrete terms about how to dramatically improve your results in sales, relationship management, and organizational performance.

Your success as a leader will always be based on the degree to which you are trusted by your stakeholders. Each chapter offers specific ways to train your thinking and your habits in order to earn the trust that is necessary to be influential, successful, and known as someone who makes a difference.Self-administered worksheets and coaching questions provide immediate insights into your current business challengesReal-life examples demonstrate proven ways to "walk the talk"Action plans bridge the gap between insights and outcomes

Put the knowledge and practices in this fieldbook to work, and you'll be someone who earns trust quickly, consistently, and sustainably--in business and in life.

Genres: Business, Nonfiction, Leadership

288 pages, Paperback

First published October 24, 2011

About the author

In college, Charles studied Political Science, History, International Relations and Southeast Asian Studies. He began his career in city management and taught and sold for the Dale Carnegie organization in Chicago. He has also been an owner, executive and manager in a number of companies. He has been a telemarketer, salesperson, sales manager, and has managed vendor relationships and performed contract compliance. As an Entrepreneur he has owned a consulting/training company in sales and communications. Charles’ training ideas have been developed over forty years of working with and training thousands of people of quite diverse backgrounds, ideas and abilities. Over the years he has been involved in a number of Relationship Marketing companies including one in which he was an owner. Charles’ experience ranges from government to business, from the employee level, to management and executive positions to ownership, establishing policies and procedures and ensuring that goals at all levels of the organization are met.

Reviews

[Josh Patrick · Rating 3 out of 5]

The first half of the book was great and worth five stars. The second half of the book drags down, becomes repetitive and provides little great value. I found that as the book wore on, I was highlighting less and less of the book.

The trust formula the Greene has come up with is really valuable. This book is about learning how to apply the formula in a variety of settings. Some of them made a ton of sense and some a little less.

Trust is the starting place for all great relationships, personally as well as business ones. If you know what it takes to build and re-build trust you're ahead of the game. If you actually can apply strategies that help you build trust then you can work more effectively with others. This book helps you on both fronts.

I highly recommend the book, although I might stop about half way through and start applying lessons learned.

[David Shechtman · Rating 4 out of 5]

Chock full of useful material.

[Jeremy · Rating 5 out of 5]

Great information, very useful.

[Kevin Eikenberry · Rating 5 out of 5]

Over the years a number of very popular (and powerful) books in the organizational and professional development areas have had their brands extended by the addition of a “Fieldbook”. These fieldbooks take the topics and concepts of the original book (Like The Fifth Discipline or Flawless Consulting) and add additional tools, exercises and content to make the concepts of the original both more practical and more complete. The concept that creates these types of books makes sense from a publishing perspective, but when they are well done, they add tremendous value for practitioners and learners . . . like us.

Today, I recommend a book in this genre, based on the critically acclaimed (and in my case dog earred) The Trusted Advisor. This book was written predominantly for people working in consulting roles – from financial advisors to management consultants to accountants and much more. While that book, and this accompanying fieldbook, write to that audience, the application is much broader than that.

Read more...

[Patrick · Rating 4 out of 5]

As it says on the jacket, this is a practical guide to building trust and the benefits that trust can bring to your client relationships. The book is clear: this isn’t a guide to manipulation... in order to build trust, your concern for others must be genuine.

The book walks through common business situations and provides practical tips and guidelines for deepening trust in all of them.

Highly recommended for people in Professional Services. Probably useful for others, but it’s aimed straight at our wheelhouse.

[coolwind · Rating 4 out of 5]

Together with the previous book “the trusted advisor”, these two are good, very good. Many of the things we know at subconscious level become clear and systematic. The secret of how to handle trust, and relationships.

[Yorick H · Rating 4 out of 5]

Good practical tips on how to deal with various difficult client situations that you could face. Would recommend the physical book over the audio book (I sadly had to get both) as it’s nice to quickly dive back into it later for reference

[Lance McNeill · Rating 3 out of 5]

First 1/3 worthwhile, but the last 2/3 not so much

I really enjoyed the first few chapters of this book, but as it went on I felt that it became more general fluff.

[Alicia Zuto · Rating 4 out of 5]

Resourceful, informative. Love.

[Henry_guo1982 · Rating 4 out of 5]

Very comprehensive and practical book talking about how to establish, strengthen and fix the trusted relationship with clients.

The book is constructed in a concise way to cover as many related areas as possible. What I like most are the scripts suggested and tools included by the author dealing with different situations, which make the book not just talk about high-level theory.

It is very clear to become a trusted advisor, it takes courage to make a change and, more importantly, do a lot of practices. So the book at least shows some way out there. It then leaves professionals like me to really act.

[Roland Martinez · Rating 4 out of 5]

I loved this book up until the last two chapters. Then it started to kind of repeat itself. The website for the book has lots of great downloadable resources. I had the Barnes and Noble e-book and one thing I didn't like is that the worksheets aren't re-printable as far as I can tell from the Nook. Since this is a workbook you should be able to print out the worksheets and use them as you go along. Publishers have a lot to work out with copyright and books like this. It would be nice if there were an included PDF that had all the worksheets in a printable format.