The Trusted Advisor Fieldbook by Charles H. Green & Andrea P. Howe Summary
Overview of The Trusted Advisor Fieldbook
The ultimate trust-building toolkit that revolutionized business relationships. Endorsed by industry titans like Deloitte's former CEO Jim Quigley, this 2011 guide transformed how Accenture and CSC approach client interactions. What's the one trust skill most professionals dangerously lack?
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Key takeaways
Why the Smartest People in Business Often Fail at the Most Important Thing
A consultant loses a $40 million client despite delivering superior returns and having deeper expertise than any competitor. A technically brilliant engineer watches less qualified colleagues get promoted. A salesperson with the best product consistently loses to companies offering inferior solutions. What's the common thread? They all missed something fundamental that has nothing to do with competence. Trust has become the ultimate business differentiator, yet most professionals have never been taught how it actually works. We invest years mastering technical skills while ignoring the paradoxical truth that drives all meaningful business relationships: the best way to win is to stop trying to win. This isn't motivational fluff-high-trust companies outperform low-trust ones by 286% in total shareholder returns. The firm that won that $40 million client didn't have better credentials. They simply took time to understand the client's concerns rather than defending their expertise. That single shift made all the difference.
The Trust Equation: Why Being Right Isn't Enough
Five Skills That Transform Professional Relationships
Rethinking Business Development: When Giving Away Beats Holding Back
When Relationships Get Messy: Navigating Difficult Dynamics
Building Trust Across Screens and Cultures
Your Competitive Advantage in an Uncertain World
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"It is great for me to learn something from the book without reading it."
"The themed book list podcasts help me connect ideas across authors—like a guided audio journey."
"Makes me feel smarter every time before going to work"
From Columbia University alumni built in San Francisco
"Instead of endless scrolling, I just hit play on BeFreed. It saves me so much time."
"I never knew where to start with nonfiction—BeFreed’s book lists turned into podcasts gave me a clear path."
"Perfect balance between learning and entertainment. Finished ‘Thinking, Fast and Slow’ on my commute this week."
"Crazy how much I learned while walking the dog. BeFreed = small habits → big gains."
"Reading used to feel like a chore. Now it’s just part of my lifestyle."
"Feels effortless compared to reading. I’ve finished 6 books this month already."
"BeFreed turned my guilty doomscrolling into something that feels productive and inspiring."
"BeFreed turned my commute into learning time. 20-min podcasts are perfect for finishing books I never had time for."
"BeFreed replaced my podcast queue. Imagine Spotify for books — that’s it. 🙌"
"It is great for me to learn something from the book without reading it."
"The themed book list podcasts help me connect ideas across authors—like a guided audio journey."
"Makes me feel smarter every time before going to work"
"Instead of endless scrolling, I just hit play on BeFreed. It saves me so much time."
"I never knew where to start with nonfiction—BeFreed’s book lists turned into podcasts gave me a clear path."
"Perfect balance between learning and entertainment. Finished ‘Thinking, Fast and Slow’ on my commute this week."
"Crazy how much I learned while walking the dog. BeFreed = small habits → big gains."
"Reading used to feel like a chore. Now it’s just part of my lifestyle."
"Feels effortless compared to reading. I’ve finished 6 books this month already."
"BeFreed turned my guilty doomscrolling into something that feels productive and inspiring."
"BeFreed turned my commute into learning time. 20-min podcasts are perfect for finishing books I never had time for."
"BeFreed replaced my podcast queue. Imagine Spotify for books — that’s it. 🙌"
"It is great for me to learn something from the book without reading it."
"The themed book list podcasts help me connect ideas across authors—like a guided audio journey."
"Makes me feel smarter every time before going to work"
"Instead of endless scrolling, I just hit play on BeFreed. It saves me so much time."
"I never knew where to start with nonfiction—BeFreed’s book lists turned into podcasts gave me a clear path."
"Perfect balance between learning and entertainment. Finished ‘Thinking, Fast and Slow’ on my commute this week."
"Crazy how much I learned while walking the dog. BeFreed = small habits → big gains."
"Reading used to feel like a chore. Now it’s just part of my lifestyle."
"Feels effortless compared to reading. I’ve finished 6 books this month already."
"BeFreed turned my guilty doomscrolling into something that feels productive and inspiring."
"BeFreed turned my commute into learning time. 20-min podcasts are perfect for finishing books I never had time for."
"BeFreed replaced my podcast queue. Imagine Spotify for books — that’s it. 🙌"
"It is great for me to learn something from the book without reading it."
"The themed book list podcasts help me connect ideas across authors—like a guided audio journey."
"Makes me feel smarter every time before going to work"
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