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.

Easy read with simple actions to take to improve your client relationships. You may already be doing several, but great as a refresher

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.

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

Great book with great content

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

Thanks

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.

Desde hace tiempo vengo buscando un buen libro de ventas. Este es el mejor que me he encontrado. Lleno de contenido (serio) para quienes trabajamos con clientes. Y no se hace pesado de leer en lo absoluto vs otros libros profesionales que he intentado leer. Aún no lo termino pero con un 50% de lectura lo recomiendo al 100% no solo para quienes quieren formarse como vendedores o están comenzando su profesión en esta área, sino también para quienes llevan ya un tiempo en ventas pero quieren profundizar la relación con sus clientes.

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

This is a great book that really helped me to carry through my career. It establishes the attitude to be "trusted". Many useful tips, great read.