The Trusted Advisor

20th Anniversary Edition

By: David H. Maister, Robert M. Galford, Charles H. Green

Narrated by: BJ Harrison

In today's fast-paced networked economy, professionals must work harder than ever to maintain and improve their business skills and knowledge. But technical mastery of one's discipline is not enough, assert professional advisors David H. Maister, Charles H. Green, and Robert M. Galford. The key to professional success, they argue, is the ability to earn the trust and confidence of clients.

In this 20th anniversary edition, Maister, Green, and Galford enrich our understanding of today's society and illustrate how to be effective communicators in a digital world. Using their model of "the trust equation" they dissect the rational and emotional components of trustworthiness. With precision and clarity, they detail five distinct steps you must take to create a trust-based relationship. Each step - engage, listen, frame, envision, and commit - is richly described in distinct chapters.

This book is “a brilliant reminder for each of us to focus on the needs of those we are serving - clients, customers, colleagues" (Timothy A. Welsh, vice chair, Consumer and Business Banking, US Bancorp). The authors weave together anecdotes, experience, and examples of both their own and others' successes and mistakes to great effect. The Trusted Advisor is essential for anyone who must advise, negotiate, or manage complex relationships with others.

©2000, 2021 David H. Maister, Charles H. Green, and Robert M. Galford (P)2021 Tantor

WOW

I’ve just finished listening to The Trusted Advisor, and I’m truly impressed. This book isn’t just about professional relationships—it’s about integrity, empathy, and the art of earning genuine trust. The insights are practical, timeless, and directly applicable to anyone who values meaningful connections in business or life.

A huge thank you to the authors for their priceless efforts in creating such a powerful resource. Your work will continue to guide and inspire professionals like me for years to come.

I couldn't stop listening!

What a great book. I loved every minute of it. It changed the way I think about and teach sales. Highly recommended!

Very good life and work principles

I hadn’t realized I was doing the trusted advisor thing with my business and career, but it explains why I get so much repeat business. They just trust me because I am always honest, even when it might make me look bad. It is nice to finally have a name for this.

PDF Reference

Great book, but it would be more valuable if there was a PDF reference with graphics and lists.

Where’s the PDF?

Great resource for advisors but needs to have the PDF of the various lists referenced in the narrative.