by Andrea Howe | Dec 2, 2011 | Real people
John Dunn has worn many hats in his 25 years as a professional including consultant, change management expert, bed and breakfast owner, and most recently, screenwriter. Find out how John used the principles of trust-building to create a wildly successful business venture—strategies anyone can use to win business while making a difference for a community.
by Andrea Howe | Nov 29, 2011 | Consulting, Sales and BD Mastery
It was a little over 15 years ago when I landed my first big meeting with a very big prospect. I cold-called him via FAX (hey, it was the early 90s). He was a government executive whose name appeared on book covers and in lights at conferences. I was 26 years old, working for an IT consulting firm with a substantial government practice. I wasn’t a business developer; I was just an eager consultant—a newbie—with an idea.
by Andrea Howe | Nov 25, 2011 | Sales and BD Mastery
Anthony Iannarino, creator of
The Sales Blog, recently reviewed our new book,
The Trusted Advisor Fieldbook: A Comprehensive Toolkit for Leading with Trust. Anthony is a thoughtful subject matter expert on what he calls “the new art of sales and sales management.” We’re pleased to introduce Anthony to you, if you haven’t met him already.
by Andrea Howe | Nov 23, 2011 | Real people, Trusted advisorship
Our Story Time series brings you real, personal examples from business life that shed light on specific ways to lead with trust. Our last story told of the upside of
being willing to walk away. Principle pays off in today’s story.
by Andrea Howe | Nov 22, 2011 | Consulting, Trusted advisorship
Charlie Green and I recently recorded a podcast interview with Mike McLaughlin on the subject of trust and professional services. We covered a lot of ground in 16 minutes, including the one piece of advice we’d each give consultants about building trust with clients.
by Andrea Howe | Nov 21, 2011 | Trusted advisorship
We’re excited about the early success of
The Trusted Advisor Fieldbook: A Comprehensive Toolkit for Leading with Trust. It’s gotten a #4 ranking on The Washington Post Book World paperback bestseller list, a five-star Amazon review, and a growing list of
features and media mentions.
by Andrea Howe | Nov 21, 2011 | Leading with trust
Charlie Green and I were recently interviewed by Wally Bock of
Three Star Leadership Enterprises on the subject of trust and leadership. He wanted to know what bosses in general can take away from our new book,
The Trusted Advisor Fieldbook: A Comprehensive Toolkit for Leading with Trust.
by Barry Edwards | Nov 18, 2011 | Improvisation
This month’s improv tip is from Barry Edwards, Improv Contributor and Consultant:
One of the main tenants of performing improv comedy is listening. What? LISTENING! If you’re not listening to your improv partner, the scene will most likely go downhill and the audience will know. The same thing happens at work. If you’re not listening to your manager or client, the conversation will most likely go downhill and they will know.
by Andrea Howe | Nov 4, 2011 | Trusted advisorship
We’re pleased to announce the release of our latest eBook:
How to Create a Culture of Trust.
It’s the sixth in the new Trusted Advisor Fieldbook series by Charles H. Green and Andrea P. Howe.
by Andrea Howe | Nov 3, 2011 | Leading with trust, Trusted advisorship
We are very happy to officially announce the publication of
The Trusted Advisor Fieldbook: A Comprehensive Toolkit for Leading with Trust. Published by
Wiley Books, it is now being sold at fine bookstores worldwide and online at major booksellers.
Whose shoulders does it stand on? The book’s pedigree begins with the classic The Trusted Advisor, by Charlie with esteemed co-authors David Maister and Rob Galford in 2000. In 2005, Charlie wrote Trust-based Selling, which squared the circle of trust and sales.
