The Trusted Advisor Puts Client Needs First

One of the best books not reviewed in The 100 Best Business Books of All Time is The Trusted Advisor, co-authored by Charles Green with Robert Galford and David Maister. Published in 2000, it's not a new book, but it's required reading for everyone at IP.com and highly recommended to all our blog readers. And, while we're talking about reading blogs, may we recommend, as well, Trust Matters, the business blog of Trusted Advisor Associates.

This past week, on that insightful business blog, Charlie Green and his associates put together a seminal series of five posts that are absolutely essential reading for anyone selling to clients in a relationship-based business during a downturn in the economy like we're in right now.

Trust-based Business Development in a Recession

Client Focus

Collaboration

Long-Term and Relationship Focus

Transparency

Well, there you have it: 62 Sales Tips for a Recession - Based on Trust. If you're like us, you'll want to add Trust Matters to your blog reader. And, if you're looking for a copy of The Trusted Advisor and can't find one in a bookstore near you, order a copy for yourself or your office from Amazon, where the book is now an incredible bargain in paperback. If you're in the office at IP.com, you've probably seen the copy of this book we keep handy on the coffee table where everyone is encouraged to pick it up and read a chapter at a time or take it home to read over the weekend. We'd really like to buy everyone their own copy, but hey, it's a recession and we'll just have to share.

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