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Charles Green and Andrea Howe: Becoming a Trusted Advisor

October 22, 2011 By Leave a Comment
Charles Green and Andrea Howe

Charles Green and Andrea Howe

Back in the year 2000, I read Charles Green’s book, The Trusted Advisor, which he wrote with David Maister and Rob Galford.

That book became a perennial bestseller because it brought the topic of trust in professional relationships into the mainstream of our thinking. It charted a path for attaining what professionals have always sought—mutually beneficial client relationships.

Green has now teamed up with co-author Andrea Howe to write The Trusted Advisor Fieldbook, a hands-on successor to Green’s classic work.

What I like about this book is that it lays out the essential trust concepts and offers readers tools, exercises, and resources to help translate those concepts into action. Given that their new book is launching, I thought you’d enjoy hearing directly from Green and Howe, so I talked with both of them for this podcast.

You might also be interested in my previous (print) interview with Charles Green on Who and Why Clients Trust.

Principles of Trustworthy Behavior
  • A focus on the other (client, customer, co-worker, boss, etc.) for the other’s sake, not just as a means to one’s own ends.
  • A collaborative approach to relationships. True collaboration is a fundamental, default inclination to work together.
  • A medium to long-term relationship perspective, not a short-term transactional focus.
  • A habit of being transparent in all one’s dealings. Transparency simplifies and strengthens business relationships.

Adapted from The Four Trust Principles, by Charles Green.

Podcast run time: 16:42

Intro music exluna by Jakub Koter

Podcast: Play in new window | Download

Filed Under: Leadership, podcasts, Selling Services Tagged With: ,

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