The Trusted Advisor By D. Maister- C. Green- R....

Trust isn’t a switch; it’s a process. The book outlines a "Trust Process" for engaging with clients: Acknowledge the client's issue and show interest.

You perform a specific task (the "hands"). The Trusted Advisor by D. Maister- C. Green- R....

The safety or comfort a client feels sharing sensitive information. Self-Orientation (S): Trust isn’t a switch; it’s a process

Before a client meeting, ask yourself: What five things am I not saying to this client because I am afraid? The safety or comfort a client feels sharing

Practice active and involved listening to earn the right to explore ideas.

David Maister, Charles Green, and Robert Galford did not write a business book; they wrote a human behavior manual disguised as a business book. The path to becoming a Trusted Advisor is not a promotion you receive; it is a risk you take. It requires you to care more about the client’s success than your own ego.

Capture the client’s attention by focusing on an issue that matters to them.