D. Maister- C. Green- R.... - The Trusted Advisor By

[ \textTrust = \frac\textCredibility + \textReliability + \textIntimacy\textSelf-Orientation ]

You perform a specific task (the "hands"). The Trusted Advisor by D. Maister- C. Green- R....

This is the secret sauce that most professionals ignore. Intimacy is the ability to handle sensitive, awkward, or emotional situations. Can the client tell you that they made a stupid mistake? Can they admit they are scared they will be fired? Can the client tell you that they made a stupid mistake

The most famous contribution of the book is the , a deconstructive model that measures an individual's trustworthiness through four objective variables: The client has a pain point (a merger,

Most client relationships start in a transactional zone. The client has a pain point (a merger, a tax audit, a data breach). They hire you for your technical skills. You deliver a report. They pay you. Done. Maister argues that this "Doctor/Patient" or "Architect/Builder" model is dying.

This is the denominator, and the most critical part. It measures where your focus lies. If you are focused on your own commission, your own ego, or your own need to be right, the trust score plummets. 2. The Four Types of Professional Relationships

Many junior professionals fail because they are "answer slaves." They take orders.