Posted 14th November 2011.
Ask any senior professional about the books that have had the most influence on them and The Trusted Advisor by David Maister, Charles H Green and Rob Galford is almost certain to be up their near the top of the list.
It was a landmark work – explaining why trust needs to be at the centre of any professional relationship – and how to earn it with your clients.
The good news for us fans of the book is that Charles H Green has teamed up with Andrea Howe to write a follow-up book: The Trusted Advisor Fieldbook. This book takes up where The Trusted Advisor left off and dives into practical details on how to:
- Develop business with trust
- Nurture trust-based relationships
- Build and run a trustworthy organization, and
- Develop your trust skill set
One of the tools Charles and the team over at Trusted Advisor Associates use in their work is the Trust Quotient Self Assessment. This tool allows you to see which elements of trust you're strong at, and where you have weaknesses.
Rather impulsively, I agreed to be a guinuea pig for the tool – and to video the results live with Charles.
On the video we look at my Trust Profile, and talk about how to go about improving your trustworthiness using the tool as a guide.
You can check it out here, find out what my profile is, and how to improve your trust:
Trust Quotient Interview
And click here for my step-by-step guide to becoming a trusted advisor.