The Trusted Advisor
superior client relationships based on trust.
The single greatest factor driving effective client relationships, including sales effectiveness, is the level of trust in the relationship. Charles H. Green is a truly superb speaker and advisor on building trust, confidence and superior relationships with your clients.
Charlie is the author of three books on trust-based client relationships.
The Trusted Advisor (David Maister and Rob Galford, coauthors) is the management resource for attorneys, consultants, and other client-facing professionals.
His second book, Trust-Based Selling, based partly on an intensive series of engagements with Intel Corporation, explains how his signature approach improves long-term sales performance.
"When The Trusted Advisor published in 2000, I called it a brilliant and practical book. The Trusted Advisor Fieldbook is even more practical—and instructive—on how to develop trustworthiness, both in yourself
and your organization."
—Tom Peters, coauthor of In Search of Excellence
Charlie has also worked with many of the world's largest financial institutions and technology companies—any organisation offering complex services to other professionals.
Charlie’s presentations are rich with real examples, current business event analysis, and practical tools for building trust. A fine speaker and pragmatic educator, he has a comfortable, authentic style and customizes his sessions for his audiences—from shorter speaking engagements to one- to two-day seminars.
Background. Charlie has taught in executive education programs for several business schools. He was with the MAC Group and its successor, Gemini Consulting, for 20 years, where his roles included strategy consulting (in Europe and the United States), Vice President of Planning, and other leadership positions. He is the founder of Trusted Advisor Associates.
How Trustworthy Are You?
Take The Trusted Advisor’s Trust Quotient Assessment quiz. Click here.
Read analysis of over 12,000 responses to the quiz.
- Author, The Trusted Advisor Fieldbook, The Trusted Advisor and Trust-Based Selling
- B.A., Philosophy, Columbia College
- M.B.A., Harvard Business School
- Published articles in Harvard Business Review, Directorship Magazine, Business Horizons and HR.com
- Taught in executive education programs, Kellogg Graduate School of Business, Northwestern University; Columbia University Graduate School of Business