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Bestselling author David Maister teams up with Charles H. Green and Robert M. Galford to bring us the essential tool for all consultants, negotiators, and advisors. In today's fast-paced networked economy, professionals must work harder than ever to maintain and improve their business skills and knowledge. But technical mastery of one's discipline is not enough, assert world-renowned professional advisors David H. Maister, Charles H. Green, and Robert M. Galford. The key to professional success, they argue, is the ability to earn the trust and confidence of clients. To demonstrate the paramount importance of trust, the authors use anecdotes, experiences, and examples -- successes and mistakes, their own and others' -- to great effect. The result is an immensely readable book that will be welcomed by the inexperienced advisor and the most seasoned expert alike.
"Why do gardeners delight in the germination and growth of a seed? Why are our spirits lifted by flowers, our feelings of tension allayed by a walk in a forest or park? What other positive influences can green nature bring to humanity?
Beside talent and a sterling portfolio, what can world-class consultants like Deloitte & Touche, Societe General and Towers Perrin boast has helped them achieve success in our entrepreneurial economy? They all have the inside track on the indispensable "Trusted Advisor" model for client relationships, created by renowned experts Charles Green and Robert Galford. Now Green and Galford have teamed up with the acclaimed David Maister in order to help their latest high-profile, fast-forward client: you. In this straightforward guide, Maister, Green and Galford show readers that the key to professional success goes well beyond technical mastery or expertise. Today, it's all about the vital ability to earn the client's trust and thereby win the ability to influence them. In these high risk times, trust is more valuable than gold. With this critical, highly detailed and accessible resource, readers will learn the five crucial steps for developing, managing and improving client confidence. For both emerging and established entrepreneurs and consultants, THE TRUSTED ADVISOR is the first truly indispensable business book of the decade.
"Every entrepreneur should read this book, ideally before they start their next business. The insights into finance and financial planning should help the entrepreneur not make many of the mistakes I did!" Jim Beach, Director of Education at The Entrepreneur School and author of School for Start-Ups "An exhaustive and invaluable resource for companies seeking funding at any stage of their life cycle." Donald J. Mullineaux, DuPont Chair in Banking and Financial Services, Gatton College of Business and Economics, University of Kentucky “Get Financing Now is a must for every entrepreneur starting a business or growing a business. . . . Although an easy and enjoyable read, the information and insight Charles Green provides isn’t sugar coated. It is relevant and timely in today’s economic challenging times. It seemed that every page had at least one ‘golden nugget’ that an entrepreneur could literally ‘take to the bank.’” Karen Rands, strategic advisor to entrepreneurs regarding access to capital and coordinator of an Atlanta based angel investor group ”Charles Green’s new book Get Financing Now is a real-world description of what small-business owners must know to fund startup or growth, and improves the probability for small-business owners to get the funding they need.” Jerry Chautin, national business columnist, former entrepreneur, SCORE business mentor and SBA’s 2006 national Journalist of the Year “Charles Green is a change agent for entrepreneurs in the field of acquiring financing and capital. He has written the premier guide to help entrepreneurs through the changes needed to acquire capital in the new marketplace thrust upon us by the great recession. I highly recommend Get Financing Now.” Larry Tyler, author of Romancing the Loan "A fantastic read! To the point and explains business terms for laymen—helps grasping the concept easily. Love it!” Colethea Jenkins, Build Grow and Enjoy
A practical guide to being a trusted advisor for leaders in any industry In this hands-on successor to the popular book The Trusted Advisor, you'll find answers to pervasive questions about trust and leadership—such as how to develop business with trust, nurture trust-based relationships, build and run a trustworthy organization, and develop your trust skill set. This pragmatic workbook delivers everyday tools, exercises, resources, and actionable to-do lists for the wide range of situations a trusted advisor inevitably encounters. The authors speak in concrete terms about how to dramatically improve your results in sales, relationship management, and organizational performance. Your success as a leader will always be based on the degree to which you are trusted by your stakeholders. Each chapter offers specific ways to train your thinking and your habits in order to earn the trust that is necessary to be influential, successful, and known as someone who makes a difference. Self-administered worksheets and coaching questions provide immediate insights into your current business challenges Real-life examples demonstrate proven ways to "walk the talk" Action plans bridge the gap between insights and outcomes Put the knowledge and practices in this fieldbook to work, and you'll be someone who earns trust quickly, consistently, and sustainably—in business and in life.
Reading the Bible is one of the most important disciplines for Christian growth, but for many believers Bible study can evoke an array of emotions-from awe to frustration to agony. The numerous translations, parables, types, and shadows add further dismay. Author and Bible teacher Charles Green says that studying the Scriptures doesn't't have to be intimidating. Green covers topics spanning the covenant of Abraham, the ministries of the church and the gifts of the Holy Spirit. The Revelation of God and His Word will appeal to anyone seeking a greater understanding of the God's written Word. Green drafts the book in an easy-to-read style, presenting the Scriptures in layman's terms for people of all walks of life and educational backgrounds and providing footnotes to key Scriptures under each subject. Among the many topics covered are: The bible and the Theory of Evolution Angel and Demons The Baptism of the Holy spirit The Revelation of God and His Word is a must-read for pastors, leaders, and anyone else who wants to uncover the mysteries of the Bible. An ideal reference tool for individual Bible study or cell groups. About the Author: Charles Green is the president of Harvest Ministries to the World and the founding pastor of Faith Church, New Orleans, Louisiana, a church that grew to over 3,000 people under his leadership. As a member of the board of regents of Oral Roberts University in Tulsa, Oklahoma, Green now serves as chairman of the executive board. He was also one of the founders of the Network of Christian Ministries and served the first five years as chairman of the executive board. He and his wife, Barbara, have two adult children, Michael Green, who now serves as senior pastor of Faith Church in New Orleans, and Cynthia Green Crider, also his executive assistant. They have two grandsons-Geoffrey and Tyler Green.
Sales based on trust are uniquely powerful. Learn from Charles Green, co-author of the bestseller The Trusted Advisor how to deserve and, therefore, earn a buyer’s trust. Buyers prefer to buy from people they trust. However, salespeople are often mistrusted. Trust-Based Selling shows how trust between buyer and seller is created and explains how both sides benefit from it. Heavy with practical examples and suggestions, the book reveals why trust goes hand-in-hand with profit; how trust differentiates you from other sellers; and how to create trust in negotiations, closings, and when answering the six toughest sales questions. Trust-Based Selling is a must for anyone in sales, is especially invaluable for sellers of complex, intangible services.
Archaeologist Saul Lazenby has been all but unemployable since his disgrace during the War. Now he scrapes a living working for a rich eccentric who believes in magic. Saul knows it's a lot of nonsense...except that he begins to find himself in increasingly strange and frightening situations. And at every turn he runs into the sardonic, mysterious Randolph Glyde. Randolph is the last of an ancient line of arcanists, commanding deep secrets and extraordinary powers as he struggles to fulfil his family duties in a war-torn world. He knows there's something odd going on with the haunted-looking man who keeps turning up in all the wrong places. The only question for Randolph is whether Saul is victim or villain. Saul hasn't trusted anyone in a long time. But as the supernatural threat grows, along with the desire between them, he'll need to believe in evasive, enraging, devastatingly attractive Randolph. Because he may be the only man who can save Saul's life-or his soul. Book 1 of the Green Men series
The lone artist is a worn cliche of art history but one that still defines how we think about the production of art. Since the 1960s, however, a number of artists have challenged this image by embarking on long-term collaborations that dramatically altered the terms of artistic identity. In The Third Hand, Charles Green offers a sustained critical examination of collaboration in international contemporary art, tracing its origins from the evolution of conceptual art in the 1960s into such stylistic labels as Earth Art, Systems Art, Body Art, and Performance Art. During this critical period, artists around the world began testing the limits of what art could be, how it might be produced, and who the artist is. Collaboration emerged as a prime way to reframe these questions. Green looks at three distinct types of collaboration: the highly bureaucratic identities created by Joseph Kosuth, Ian Burn, Mel Ramsden, and other members of Art & Language in the late 1960s; the close-knit relationships based on marriage or lifetime partnership as practiced by the Boyle Family, Anne and Patrick Poirier, Helen Mayer Harrison and Newton Harrison; and couples -- like Christo and Jeanne-Claude, Gilbert & George, or Marina Abramovic and Ulay -- who developed third identities, effacing the individual artists almost entirely. These collaborations, Green contends, resulted in new and, at times, extreme authorial models that continue to inform current thinking about artistic identity and to illuminate the origins of postmodern art, suggesting, in the process, a new genealogy for art in the twenty-first century.
The SBA Loan Book, 2nd Edition provides you with step-by-step instructions on how to maneuver through the complex maze of eligibility, qualification, and approval needed to get SBA financing. This edition includes the most up-to-date information on policy changes including Revision E, the 504 program, and the SBA Express program. The SBA Loan Book, 2nd Edition gives you answers to your most important questions, including how to: Increase your chances of getting a loan Fill out a loan application Present yourself to lenders Consider your options for SBA-guaranteed loans Close your loan fast In addition, you'll learn how to appeal a lender's denial, as well as how to approach a loan request if you've previously filed bankruptcy. The SBA Loan Book, 2nd Edition also includes the latest resources and forms. AUTHOR: Charles H. Green is a vice president with Sunrise Bank, one of the leading SBA lending banks in the nation. He has appeared on CNN, CNBC, and Bloomberg Business News. He lives in Atlanta, GA.