The Trusted Advisor Apr 2026

): The words we speak, our credentials, and our perceived expertise. Reliability (

The book by David H. Maister, Charles H. Green, and Robert M. Galford is the definitive guide on building trust-based, long-term client relationships. 📊 Executive Summary The Trusted Advisor

T=C+R+IScap T equals the fraction with numerator cap C plus cap R plus cap I and denominator cap S end-fraction Credibility ( ): The words we speak, our credentials, and

The authors developed a widely adopted analytical framework to measure an advisor's trustworthiness. It is expressed as a fraction: Green, and Robert M

): The advisor's focus on themselves rather than the client.

): The safety and security a client feels when sharing difficult or personal information. Self-Orientation (

💡 Because Self-Orientation is the denominator, it is the most critical variable. High self-interest will completely destroy a score, even if credibility, reliability, and intimacy are high. 🪜 The 5 Stages of the Trust Process