The Trusted Advisor: 20th Anniversary Edition

The Trusted Advisor is one of those rare business books that truly stands the test of time. It’s not just about how to manage client relationships—it’s about how to build real trust, the kind that leads to long-term partnerships, not just one-time deals. The authors break down the trust-building process in a clear, practical way, with memorable frameworks like the Trust Equation (credibility + reliability + intimacy, divided by self-orientation). It’s a concept that immediately resonated with me and has changed how I approach professional relationships. What makes this book especially powerful is that it blends psychology, communication, and business strategy seamlessly. The real-world examples and case studies feel genuine and relatable, and the advice is grounded, not gimmicky. Whether you're a consultant, lawyer, financial advisor, or anyone whose success depends on client confidence, this book will challenge you to rethink your approach and raise your game. It’s an essential guide for becoming not just a service provider, but a true partner. Highly recommended.

Probably the best business boot I read. It relfects basically on being honest and making your client's success be your success. For young professionals starting a career and looking for a foundation, this is a must read. When I retired, I gave out five copies of this book to staff.

Very good book on the topic of Trusted Advisor.

The Trusted Advisor Well written, good examples shared and worth the time to read it. Like many I do not have time. I tend to be slow at reader at a times. Even if I buy the book, if it is not relevant or did not make sense, I may skip pages or chapters or not even bother to read the book. In early part of the chapter the authors make it clear how to get the most out of it and skim the material. I like what I read from the back of the book and decided to invest my time to read the entire book. It does not matter if someone is watching or not. The following sentence is not from the book. Our thoughts become actions. Actions becomes habits and could define our character. It is better to align with how we feel inside and make it part of what we do that others can feel it. I like the part about high achievers and experts tend to focus a lot more on technical aspects. Buyers tend to be looking at things at emotional level and there is a way to understand that and bridge that. At least be sensitive about it. I had opportunity to think and reflect more on this book and based on other materials I am reading and listening, I am much more calm in what I do for the clients. I am able to offer a lot more by trusting them first from my side and do it more with confidence and results are getting even better than before and comfort level is much higher. The authors have done a good job of envisioning at the beginning of the book and explain this in one of the chapters about the importance of it instead of rushing from problem definition to the commitment part and implementation. It is worth taking extra time to do this right and know the five step process to build the trust. It is easy to understand and follow the book. The Trusted Advisor

This is a very good book--thoughtful, provocative, instructive. Having said that, there is nothing new here, nothing that hasn't already been said before, in "How to Win Friends and Influence People," by Dale Carnegie. Carnegie's book is the "Bible" on how to build trust, sell the right way, manage effectively, resolve customer and employee disputes, and succeed in a highly-competitive and often hostile world. In the '80s, while working for a large mid-western company and assigned the task of changing the culture of our large retail organization, I must have read a hundred books on selling, negotiating, problem solving, how to get along with the boss, management, dispute resolution, etc., etc., and the basics were all the same, and available in Carnegie's marvelous book. Having said that, I recommend this book. It's pointed, it's filled with example after example on how to build trust--the cement of long-term client relationships--and it gets at the heart of the matter: to be successful, you must learn how to listen effectively, be transparent in your motives, be flexible and open to change, be dedicated and driven, and most of all, be humble. Humility is the key to self-control. Final note: I know people who read book after book looking for some secret message that will enable them to leap over mountains and achieve great success, career satisfaction, and personal achievement. They read books such as this one, miss the timeless lessons being illustrated, and move on to another book. Stop: what you're seeking is right here. This book has all the Dale Carnegie essentials: read it, study it, ponder it, and remember, it's not the destination that counts, it's the journey.

As previous reviewers have noted, Dale Carnegie’s “How to Win Friends and Influence People” is more comprehensive, more actionable, shorter, and more readable. Nonetheless “Trusted Advisor” has a few good nuggets for those working to build and strengthen professional services relationships. The core of the book is the trust equation: Trustworthiness = (credibility + reliability + intimacy) / (self-orientation) 1. Credibility: Listen empathetically for rational and emotional issues to help clients frame the problem then partner with them to craft a detailed solution with carefully managed expectations. 2. Reliability: Deliver consistently and excellently on projects, mindful of small touches along the way. 3. Intimacy: Communicate as you would with a close family member or friend, sharing and working through professional, and where appropriate, personal issues. 4. Other-orientation: Always work (transparently) in your client’s best interest

This book is right on target. Anyone who desires to develop lasting relationships with clients will want to read this book. From the outset the authors hook the reader by establishing the three basic skills that a trusted advisor must have: (1) earning trust; (2) giving advice effectively; and (3) building relationships. And it gets better as the book progresses. The concept of building trust is brought home in a succinct equation: T = (C + R + I)/S where T is trust, C is credibility, R is reliability, I is intimacy and S is self-orientation. I have found this simple equation to be most useful in gauging the strength of relationships built over the years. It also explains how frustratingly easy it is to lose the trust we've built up. Those who have difficulty maintaining long term solid relationships with friends or clients would do well to check their self-orientation. It is highly likely, if you're honest with yourself, that you are pretty much motivated by your own self-interest and that will come through to clients and friends - regardless of the words you speak or protestations to the contrary. I wish I had come across this book (and the follow-on book by Charles Green, Trust-based Selling) years ago. It would have explained much about the success I had with clients as well as the failures that I suffered. This book will move the successful mentor/coach from the level of conscious incompetent to conscious competent and on to the ultimate goal of unconscious competent.

There's the old saying, "Common sense, ain't". The Trusted Advisor is full of common sense ideas, reminders, and explanations as to why we are not more trusted by our clients. Purchased originally in kindle format, I've already ordered the print version to 're-read, highlight, and review. Additionally, this book provides new insights to break through current issues with new and existing clients. Well worth the read.

For a scientist and technologist, looking to imprve their consulting skills, the Trusted Advisor provides real food for thought. It is not enough to have technical knowledge... how much more can we achieve on behalf of our clients if we can build high trust relationships, and really understand what their needs and interests are? Good relationships = requirements understood = expectations met = satisfied customers = repeat business... And to have this product in ipod/mp3 form allows the key messages to be heard anywhere, anytime, and it is easy to revisit key themes as a reminder of the reasons to work on behaving differently. Robin

Excellent book! This book is for everyone, the information applies to all situations were you have to deal with people.

The Trusted Advisor is one of the best books I’ve read on building long-term client relationships. It goes beyond technical expertise and focuses on how to develop trust, credibility and genuine connection with clients. The authors explain with real examples how listening, empathy and honesty create stronger partnerships than simply “selling” solutions. What I loved most is how practical the advice is, it shows exactly how to shift from being just a service provider to becoming a true trusted partner. The balance between psychology, communication and professional skills makes it applicable across industries, whether you’re in consulting, finance or entrepreneurship. A book I’ll keep revisiting, because every chapter gives you something actionable to improve client interactions. Highly recommended for anyone who wants to succeed in advisory or relationship-driven careers.

Nice book talking about the basic of consultancy and putting the customer in the right place in your decision making (not always first), at lest not always yes-manning.

There are so many fold marks on the cover and the binding does not look secure. Disappointed in physical quality of the book