Trusted Advisor and Technical Consulting

The managers from a consulting firm I work with are sold on the “trusted advisor” idea. This comes from The Trusted Advisor by Charles Green, David Maister and Rob Galford (Free Press, 2000). They bantered this around in my friend’s performance review.

I actually believe that trusted advisor ideas and “techniques” are solid, money-making and morally good. Unfortunately, I’m not sure these guys get the big point, that it’s not about being the most expert person but being the most trusted.

Take a look at Green’s article, “Ten Myths About Selling Intangible Services.” It’s simple, clear and concise.
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It comes down to this, more or less: “Buyers look for rational reasons to justify what is finally an emotional decision, built heavily on trust.”

About the Author

Forrest Christian

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E. Forrest Christian is a consultant, coach, author, trainer and speaker at The Manasclerk Company who helps individuals and companies find insight and solutions to what seem like insolvable problems. Cited for his "unique ability and insight" by his clients, Forrest has worked with people from almost every background, from artists to programmers to executives to global consultants, both as individuals and as leaders of organizations at least as diverse. [contact]