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The trusted advisor
David H. Maister、Charles H. Green、Robert M. Galford · 初版 2001 年
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“Maister、Green和Galford丰富了我们对信任的理解——同时他们也写出了一本极具实用性的书。他们运用自己的‘The Trust Equation’模型，剖析了可信度的理性与感性构成要素。他们详细阐述了建立基于信任的关系必须采取的五个明确步骤。每个步骤——接触、倾听、框架化、构想与承诺——均在独立的章节中进行了论述。书中穿插了实用的‘十大’法则清单，旨在提高顾问的工作成效，且可立即付诸实践。附录中还包含了一份信任自我诊断工具。”“本书
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……客户很信任我的工作质量（我也能保证通过我招来的人的水平）。活儿干得好能建立信任，但遗憾的是很多人也就止步于此了。我推荐读读《信任代理人》（The Trusted Advisor）[1]。这本书最初是写给管理咨询顾问看的，但总的来说，它是一本教你如何在私人关系与工作关系之间拿捏好分寸的优秀指南。大体上，你应该去看……
…clients trust the quality of my work (and I ensure the quality of the people who are hired through me). Doing good work builds trust, but unfortunately many people stop at that. I'd recommend reading The Trusted Advisor [1]. It was originally written with management consultants in mind, but it is a good guideline in general for how to walk the line between personal and work relationships. Basically, you should look at…
……我有点切身经验可以支撑我的建议。跟客户沟通对我来说一开始并不容易，和其他技能一样需要反复练习。你会从经验中摸索出来，但我真希望自己在职业生涯更早的时候就读过 David Maister 写的《信任代理人》（The Trusted Advisor）。核心在于有同理心，并且记住一条黄金法则：永远不要以自己为中心，始终以他们为中心。
…I have a bit of experience to back up my suggestion. Talking to clients did not come easy for me and takes practice just like any other skill. You will learn from experience but I wish I read the book Trusted Advisor by David Maister earlier in my career. The key is to have empathy and remember one golden rule: It is never about you, make it always about them.
David Maister 写的《信任代理人》（The Trusted Advisor）。（比起单纯讲销售技巧，它更多讲的是如何让自己变得更有价值、更好卖。而且光是成为一名优秀的工程师，可不足以让你卖出好价钱。）
"The Trusted Advisor" by David Maister. (It's more about what makes you sellable than sales. And it's more than being a great engineer that makes you sellable.)
《信任代理人》（The Trusted Advisor）
The Trusted Advisor
……经常公开分享你懂的知识，并在你想要服务的技术社区里混个脸熟、保持存在感。这会强化你在这一市场和行业持续深耕的信誉。关于这个主题的好书有——《信任代理人》（The Trusted Advisor）——《卖向未来》（To Sell is Human）https://softwaredoug.com/blog/2020/12/22/hack-your-career-wi...
…openly share what you know regularly and be a presence in the tech community you want to serve. This will reinforce your commitment to serving your market and industry. Good books on this topic - The Trusted Advisor - To Sell is Human https://softwaredoug.com/blog/2020/12/22/hack-your-career-wi...
不完全算管理类，但很相关：《信任代理人》（The Trusted Advisor）是一本关于咨询的书。但它讲的软技能其实和领导岗位所需要的完全一样——在那些岗位上你已经有了很多领域经验，而领导力更多关乎于帮助团队去做出他们的……
Not strictly management, but related:”The Trusted Advisor” is a book about consulting. Which is really the same soft skills you would need in leadership positions where you have a lot of domain experience and leadership is more about helping the team make their…