David Maister - Professional Business, Professional Life

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David Maister - Professional Business, Professional Life
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Book Chapter Summaries

Book

  • First Among Equals
  • Practice What You Preach
  • The Trusted Advisor
  • True Professionalism
  • Managing the Professional Service Firm

The Development of Trust

Chapter 9

What are the five stages of trust-building? Engaging (getting the client to talk with you and acknowledge a need), Listening (getting the client to share the emotional truth surrounding his or her problem areas), Framing (helping the client view the situation in a fresh way), Envisioning (helping the client establish where he or she wants to get to) and Commitment (confirming what it would take to get to the better future state). A description and explanation of each stage.