My first day at management consutling company North Highland I was assigned to read "True Professionalism" by David Maister. Dave Peterson (Founder and Chairman of North Highland) makes that book required reading for all employees. I have been in love with David Maister's thought ever since. Simply put, David is the finest writer on professional services I have ever read, period.
Written explicitly for professional-service firms, this book insists that success comes only when you gain trust of your clients. It even lays out a mathematical formula (one of which I was highly skeptical--at first) for measuring the trust you have developed with the client.
If this book resonates with you, I strongly recommend checking out David Maister's podcasts. He has dozens on iTunes, for every conceivable subject a professional services group can encounter.Get more detail about The Trusted Advisor.
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