Audiobooks by Robert M. Galford

The Trusted Advisor: 20th Anniversary Edition

In today's fast-paced networked economy, professionals must work harder than ever to maintain and improve their business skills and knowledge. But technical mastery of one's discipline is not enough, assert professional advisors David H. Maister, Charles H. Green, and Robert M. Galford. The key to professional success, they argue, is the ability to earn the trust and confidence of clients. In this twentieth anniversary edition, Maister, Green, and Galford enrich our understanding of today's society and illustrate how to be effective communicators in a digital world. Using their model of 'the trust equation' they dissect the rational and emotional components of trustworthiness. With precision and clarity, they detail five distinct steps you must take to create a trust-based relationship. Each step-engage, listen, frame, envision, and commit-is richly described in distinct chapters. This book is "a brilliant reminder for each of us to focus on the needs of those we are serving-clients, customers, colleagues' (Timothy A. Welsh, vice chair, Consumer and Business Banking, US Bancorp). The authors weave together anecdotes, experience, and examples of both their own and others' successes and mistakes to great effect. The Trusted Advisor is essential for anyone who must advise, negotiate, or manage complex relationships with others.

Charles H. Green, David H. Maister, Robert M. Galford (Author), Bj Harrison (Narrator)

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Simple Sabotage

AT THE HEIGHT OF WORLD WAR II, the CIA's predecessor, the OSS, issued a classified document: the Simple Sabotage Field Manual. Devoted to disrupting institutions behind enemy lines, the document detailed acts of sabotage, like slashing tires and draining fuel tanks. But within its pages were eight methods for sabotage designed to thwart the internal processes of organizations, with tips for wasting time (e.g., "Insist on doing everything through channels") and bringing efficiency to a halt (e.g., "Refer all matters to committees"). Decades later, these eight sabotage methods still lurk in our workplaces. Masked as "good" behaviors, they slow down your group's-and your-best efforts. Simple Sabotage exposes these often unintentional but highly corrosive behaviors and provides countermeasures to protect you against each one. Don't let your guard down: stamp out sabotage now!

Bob Frisch, Cary Greene, Robert M. Galford (Author), Tom Parks (Narrator)

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The Trusted Advisor

Full Synopsis In today's fast-paced networked economy, professionals must work harder than ever to maintain and improve their business skills and knowledge. But technical mastery of your discipline is not enough, assert world-renowned professional advisors David H. Maister, Charles H. Green, and Robert M. Galford. The key to professional success, they argue, is the ability to earn the trust and confidence of clients. The creation of trust is what earns the right to influence clients; trust is also at the root of client satisfaction and loyalty. The workings of trust are even more critical in the new economy than in the old. Maister, Green, and Galford enrich our understanding of trust—yet they have also written a deeply practical book. Using their model of the "Trust Equation," they dissect the rational and emotional components of trustworthiness. With precision and clarity, they detail five distinct steps you must take to create a trust-based relationship. Each step—engage, listen, frame, envision, and commit—is richly described in distinct chapters. The book is peppered with pragmatic "top ten" lists aimed at improving advisors' effectiveness that can be put to use instantly. This book will be welcomed by the inexperienced advisor and the most seasoned expert alike. The authors use anecdotes, experiences, and examples—successes and mistakes, their own and others'—to great effect. Though they use the professional services advisor/client paradigm throughout the book, their prescriptions have resonance for other trust-reliant situations—selling, customer relationship management, and internal staff functions like HR and information technology. The result is a tour de force—brilliant, penetrating, unique. It is essential listening for anyone who must advise, negotiate, or manage complex relationships with others.

Charles H. Green, David H. Maister, Robert M. Galford (Author), Kent Cassella (Narrator)

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