isaachan对《The Trusted Advisor》的笔记(6)

isaachan (Iterate or Recurse)

想读 The Trusted Advisor

The Trusted Advisor
  • 书名: The Trusted Advisor
  • 作者: David H. Maister/Charles H. Green/Robert M. Galford
  • 页数: 240
  • 出版社: Touchstone
  • 出版年: 2001-10-9
  • 第6页
    Becoming a good advisor takes more than having good advice to offer.
    "Trust" is the key to a number of ambitions. A trusted advisor needs three basic skills, 1) earning trust, 2) giving advice effectively and 3) building relationships.
    2015-09-23 08:08:47 回应
  • 第17页
    When retaining a professional, what you (and your clients) want is someone who understands your interests and will not put their interests ahead of yours while working for you. You want someone you can trust to do the right thing. You want someone who will care.
    2015-09-27 09:54:20 回应
  • 第15页
    The most significant benefit of a trusted advisor relationship is that the individuals are most able to be fully who they are for both sides. Do not expend energy protecting themselves, and be open with information and ideas. Do not allow their conflicts to erode their trust. Much work can be done without these wasting.
    ==== The note is not relevant to the picture below ====

    2015-09-27 11:02:40 回应
  • 第26页

    2015-10-04 10:51:16 回应
  • 第36页
    - NOT only to be RIGHT, BUT also HELPFUL.
    - NOT forcing the client to place their affairs uncertain, BUT providing reassurance, calming their fears and inspiring confidence.
    - NOT feeling like explaining to the child, BUT trying to advise our parents (come across with great respect and soften the critique).
    - NOT only right attitude, BUT also careful attention to language. (questions over assertions)
    - NOT applying tips/tactics unthinkingly, BUT customizing your own approach.
    - Take responsibility for the proper mutual understanding.
    Our ability to be accepted as trustworthy guides can be damaged if our client believes we have already reached our own inflexible conclusion.
    2015-10-04 11:07:37 回应
  • 第50页
    - Being "professional" is to distinguish ourselves from clients, which separates us from clients. Building relationship requires us to find common, not separate, ground.
    - Creating opportunities to demonstrate that you have something to contribute, there's no better way to do this than to start contributing.
    - Providing advice with affirmation, support, approval and appreciation, since clients don't always want advice but often just need a sympathetic ear.
    - Keep asking to clarify the ambiguity expressions like "I'm not sure that will work".
    - Ask for help when you need. It shows you are focus on clients' problems, and worrying a lot less about how you "appear".
    2015-10-13 05:06:53 回应