The Trusted Advisor

What is the difference between a mere conversational partner and a great consultant? This deep, richly illustrated book is addressed to consultants, but also to all managers or executives who would like to get more out of their consultant relationships. The three authors, conference speakers and experts on consulting, start with the postulate that to become a good advisor, you must have more than just technical skills or an intelligent opinion to share. The key resides in the ability of the consultant to create a trusting relationship with his or her clients. They thus present trust as an approach in itself which takes time to build, with a beginning and an end and intermediary steps to get there.
In the first part, which deciphers trust, chapter 2 is particularly interesting to read, as this chapter explains why the client relationship is above all an emotional relationship in which the attitudes and mindset of the participants are fundamental. The second part explores each of the steps involved in building trust between two individuals, starting from the creation of an initial connection, the art of active listening, the formulation of the objective and ending with a strong commitment to the client. Finally, part 3 lists the pitfalls to avoid, the different types of clients, along with a humorous metaphorical comparison to Lieutenant Columbo (p. 161), whose characteristic style and attitude are a model in creating trust. This very pleasant book would appear to be just as useful to an experienced consultant as to a novice, and its advice could apply to many professional and personal domains.