Here are 13 books that The Trusted Advisor fans have personally recommended if you like
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The more I learn about the brain, the more I want to dig in and discover more. Why do we procrastinate? Why do people buy things? Why do some people love unlocking these topics weekly on The Brainy Business podcast (where each person on this list has been a guest) and sharing those insights with the world? When it comes to selling and buying in a brainy way, behavioral economics is the best way to get there, and these books are all a great first step into learning what behavioral science is, how the brain really works, and up-leveling your brand.
No list on behavior, sales, and brand messaging would be complete without including Robert Cialdini on the list. Concepts like social proof, scarcity, and reciprocity are key for getting customers to buy in on your product or service before they even get to the buying moment.
If you are one of the millions of people who has already read Influence, his other book Pre-Suasion is amazing as well and so helpful for brands!
The foundational and wildly popular go-to resource for influence and persuasion-a renowned international bestseller, with over 5 million copies sold-now revised adding: new research, new insights, new examples, and online applications.
In the new edition of this highly acclaimed bestseller, Robert Cialdini-New York Times bestselling author of Pre-Suasion and the seminal expert in the fields of influence and persuasion-explains the psychology of why people say yes and how to apply these insights ethically in business and everyday settings. Using memorable stories and relatable examples, Cialdini makes this crucially important subject surprisingly easy. With Cialdini as a guide, you don't have…
I am one of those people who has several careers going on at once. I am widely known as a professional writer and have written 18 books, mostly professional and business books, but I have also written in the self-help genre and some fiction. In parallel with this, I am an independent consultant and have run my consultancy business Enixus Limited for almost 20 years helping large organisations worldwide with complex change programmes. Most of my business books weave together my love of writing with my professional interests and experiences.
Over a number of decades, Schein has been one of the guiding thinkers in professional services and consultancy. His books are always worth reading as the advice is sounds and practical. In this book he talks about how it is better, and more productive, to help people by the practice of asking questions rather than giving answers. The model in the book goes completely against the stereotype of the consultant as a brash and overconfident individual pretending to be an expert who can tell anyone the answer to any question. Instead, Schein proposes a model that would be more familiar to those with a coaching background. It is brilliant advice.
This worldwide bestseller offers simple guidance for building the kind of open and trusting relationships vital for tackling global systemic challenges and developing adaptive, innovative organizations—over 200,000 copies sold and translated into seventeen languages!
We live, say Edgar and Peter Schein, in a culture of “tell.” All too often we tell others what we think they need to know or should do. But whether we are leading or following, what matters most is we get to the truth. We have to develop a commitment to sharing vital facts and identifying faulty assumptions—it can mean the difference between success and failure.…
Throughout my oddly circuitous career, my mission has always been to help clients grow their businesses. Along the way, I’ve come up with some pretty useful insights and innovations. I mixed cartoons (I’m also one of the WSJ cartoonists) with direct marketing and created a new genre that broke many response records. Then I wrote How to Get a Meeting with Anyone, which helped readers drastically improve their sales results (and was named one of the top 64 sales books of all time). And now, How to Grow Your Business Like a Weed adapts nature’s ultimate growth model for business use, to produce explosive, sustainable growth.
I enjoyed Alan Weiss’ book, Million Dollar Consulting, for its refreshingly hard-nosed look at dealing with clients. A business can’t exist without them, but contrary to conventional wisdom, the customer isn’t always right. They’re often difficult, stubborn, and think they know more about a given subject than the expert staring them in the face. Weiss’ book is a practical course on landing and working effectively with clients, especially getting paid what you’re worth. If your business model includes working with high-end clients, this book is a treasure map for growth.
Build a thriving consultancy with the updated edition of this classic bestseller
Having inspired generations of consultants and entrepreneurs around the world, the "Rock Star of Consulting" Alan Weiss returns with a revised and completely updated edition of his authoritative guide to consulting success.
Weiss provides his time-tested model on creating a flourishing consulting business, while incorporating and focusing on the many dynamic changes in solo and boutique consulting, coaching, and entrepreneurship. In addition to guidance on raising capital, attracting clients, and creating a marketing plan, he also gives brand new step-by-step advice on:
I am one of those people who has several careers going on at once. I am widely known as a professional writer and have written 18 books, mostly professional and business books, but I have also written in the self-help genre and some fiction. In parallel with this, I am an independent consultant and have run my consultancy business Enixus Limited for almost 20 years helping large organisations worldwide with complex change programmes. Most of my business books weave together my love of writing with my professional interests and experiences.
The part about consulting many people hate is the selling bit. Well what better way to go into a conversation in which you are trying to sell your services than with an understanding of the process clients go through to buy? This book provides a useful understanding of the client’s viewpoint of consulting. Although I think it is of best use to those in sales roles in larger consultants and professional services firms, there is also advice, or perhaps a way of thinking, that is useful to everyone from the biggest firm to that single freelance consultant.
The real-world guide to selling your services and bringing in business
How Clients Buy is the much-needed guide to selling your services. If you're one of the millions of people whose skills are the 'product,' you know that you cannot be successful unless you bring in clients. The problem is, you're trained to do your job-not sell it. No matter how great you may be at your actual role, you likely feel a bit lost, hesitant, or 'behind' when it comes to courting clients, an unfamiliar territory where you're never quite sure of the line between under- and over-selling. This…
I am the principal of Guttman Development Strategies (GDS), an organization development firm that works with senior executives and their teams in major corporations globally to build horizontal, high-performance teams, provide leadership coaching, and develop leadership skills. I am a speaker and author of three acclaimed management books and dozens of articles in business publications.
Consultants come in many flavors. Some are content consultants; others focus on technology; still others deal with the “soft side.” Regardless of how consultants work their magic, this book lays out clearly and in fair detail the ABCs of “flawless” consulting.
The key question is: How can consultants leverage their impact in the absence of control? I find this book a valuable guide to answering this tough question. It covers the waterfront from the contracting process to overcoming client resistance to providing feedback, which is often a major roadblock to a consultant’s success.
This book should be required reading for all consultants, especially those who are new to the task.
An expert discussion of the timeless fundamentals and latest tools that form the foundation of successful influencing
Renowned consultant and author Peter Block delivers the latest and fourth edition of his best-selling Flawless Consulting, an intuitive and insightful step-by-step guide to the five phases of effective consulting. The book offers a deep exploration of the skills, tools, and behaviors required to successfully influence others. You'll see exactly what you need to say and do to help others achieve their goals, whether you are an internal or external consultant or anyone in a leadership position who wants to build effective partnerships…
I grew up in the 1960s in the Midwest, in a male-dominated family, where appearances were highly important, where no one seemed to focus on anyone’s feelings or plans (particularly as a female member of the family). As a result, I’m drawn to books where the author explores this type of problematic relationship, of a protagonist trying to carve out her identity in the midst of often overwhelming obstacles. It also interests me to read about women who, like me, somehow managed to discover who they were (I use the word “translate” in my memoir), to carve out an identity that is separate from the idea that people around her erroneously hold to be true.
I highly recommend Poetic License for anyone who a) grew up in a patriarchy and b) had fathers who were larger than life.
Cherington’s father was a Pulitzer Prize-winning poet, and she had to live in his shadow for much of her life, and accommodate to a world which largely revolved around him.
It was fascinating to read about the notable literary figures who came to their home but, at the same time, having grown up in a patriarchy myself, with a larger-than-life father, I could easily imagine what life was life for the author, a life she describes in beautiful, lyrical language.
At age forty, with two growing children and a new consulting company she'd recently founded, Gretchen Cherington, daughter of Pulitzer Prize-winning poet Richard Eberhart, faced a dilemma: Should she protect her parents' well-crafted family myths while continuing to silence her own voice? Or was it time to challenge those myths and speak her truth-even the unbearable truth that her generous and kind father had sexually violated her?
In this powerful memoir, aided by her father's extensive archives at Dartmouth College and interviews with some of her father's best friends, Cherington candidly and courageously retraces her past to make sense of…
Everything in nature evolves by trial, error, and success—from fundamental physics, through evolution in biology, to how people learn, think, and decide.
This book presents a way of thinking and realistic knowledge that our formal education shuns. Stepping beyond this ignorance, the book shows how to deal with and even…
I'm an economic anthropologist and teach classes and conduct research in this area. Economic anthropology is different from economics in that it questions many of the things that economics takes for granted. For example, most economists assume that allocating goods through the market by buying and selling is the best way to organize human communities. Economic anthropologists have shown, in contrast, that many societies have been organized according to other exchange principles. In fact, some of the oldest communities in the world, such as Sumer and Babylon, based their economies around elaborate systems of redistribution, in which every citizen was guaranteed food shares.
China is often represented as very different from North Atlantic countries, such as the US or the UK.
Some have argued that China’s phenomenal economic growth over the past three decades has often been attributed to its distinctive economic and labour practices. Kimberly Chong shows how instead Chinese corporations have made extensive use of techniques introduced by Western management consultants, firms like KPMG, Booz, Allen & Hamilton, Inc., or McKinsey & Company.
In so doing, she shows how local workplace norms and China’s national project of modernization have been reformed by management consulting firms. She also reveals some of the critical but unrecognized techniques that have enabled the remaking of society, such as the iPhone revolution.
In Best Practice Kimberly Chong provides an ethnography of a global management consultancy that has been hired by Chinese companies, including Chinese state-owned enterprises. She shows how consulting emerges as a crucial site for considering how corporate organization, employee performance, business ethics, and labor have been transformed under financialization. To date financialization has been examined using top-down approaches that portray the rise of finance as a new logic of economic accumulation. Best Practice, by contrast, focuses on the everyday practices and narratives through which companies become financialized. Effective management consultants, Chong finds, incorporate local workplace norms and assert their expertise…
I'm an executive coach, adjunct faculty at several top-tier business schools, and run a boutique firm consulting firm focused on organizational strategy solutions. My diverse and eclectic background in mergers & acquisitions, organization effectiveness, and strategy execution, coupled with two decades of experience in emerging markets in Asia, the Middle East, and North Africa, helps me grasp challenging people issues. I'm passionate about the topic of leaders as coaches having written several papers and columns. My research, and writing led Penguin to commission my book Coaching: The Secret Code to Uncommon Leadership that, released globally in late 2021 to much acclaim, is recommended by several academics as an essential read for aspiring and experienced managers.
Trillion Dollar Coach is an absolutely brilliant read about a legendary coach and business executive who coached some of the best and brightest leaders in Silicon Valley.
Campbell coached, among others, Larry Page, Sergey Brin, Eric Schmidt, and Sundar Pichai at Google, Steve Jobs at Apple, Jeff Bezos at Amazon, and Sheryl Sandberg at Facebook.
Much like my own rather strong beliefs on this topic, Bill preached that to be a great manager, you have to be a great coach.
Success as a leader was about taking others along on the journey. The higher you climb in the corporate world, the more your success will depend on making other people successful. That is the hallmark of a good leadership coach.
The book is full of examples, life lessons, anecdotes, and practical tips on how leaders can become better coaches.
#1 Wall Street Journal Bestseller New York Times Bestseller USA Today Bestseller
The team behind How Google Works returns with management lessons from legendary coach and business executive, Bill Campbell, whose mentoring of some of our most successful modern entrepreneurs has helped create well over a trillion dollars in market value.
Bill Campbell played an instrumental role in the growth of several prominent companies, such as Google, Apple, and Intuit, fostering deep relationships with Silicon Valley visionaries, including Steve Jobs, Larry Page, and Eric Schmidt. In addition, this business genius mentored dozens of other important leaders on both coasts, from…
I've been blessed in my career, beginning as a 16-year-old, being an assistant manager at 17, a general manager at 20, and the face of the franchise at the age of 30 for over 16 years. This has led to me learning how to get people more motivated to perform their work than they ever thought possible when they accepted the position. I spent over 30 years literally “growing up” with this company and in this business, having been exposed to some of the best companies within their respective industries, learning how they source, on-board, train, and retain their team members, as well as some of the most influential motivational speakers throughout the world.
I was blessed to have met this author at a local Chamber of Commerce event that he spoke at.
His story about his book was emotionally moving to me so much so that we “hired” him to come in and speak with our leadership team for an afternoon. When we put 100% into our relationships and expect nothing in return, magic begins to happen. This works no matter how challenging the current state of your relationship is. The quality of our relationships is what really matters in our lives and this book frames this concept like no other.
• Think about it...when you look back at the end of your life, what will really matter? FIVE WORDS...The quality of your relationships • The 100/0 Principle, The Secret of Great Relationships, may be the most important book you'll ever read. • If you like "212, the Extra Degree," you are going to love this book!
Brian Tracy said..."Eighty percent of life's satisfaction comes from meaningful relationships." Think about it...when you look back at the end of your life what will really matter? Five words...the quality of your relationships.
So here's the question: If your relationships are the most important…
This manual addresses the need to ensure that people are at the centre of the organisation. There has never been a timelier reminder of the need to ensure that leading, supporting and developing staff are critical aspects of creating the right organisational culture to grow and develop. Written with sensitivity,…
As a wannabe rockstar studying philosophy and mathematics, never in my wildest nightmare did I imagine I would one day earn a living traveling the world, helping corporate managers become better bosses. But in unexpected ways, all the different strands of my interests and passions have woven together into a work-life well lived, with over two decades of experience and contemplation distilled down into this book I have co-written with my friend and business partner, Bjorn Billhardt, CEO of Abilitie.
This book is so many things at once. It’s a history of management education. It’s a damning indictment of the consulting world. It’s an acerbic memoir of life as a consultant that had me laughing out loud.
But what resonated most with me is that it’s also a profound and rigorous argument for why business schools are not the right place to learn about management and that the traditional liberal arts give you more skills and mental models for assuming responsibility for leading an organization.
Fresh from Oxford with a degree in philosophy and no particular interest in business, Matthew Stewart might not have seemed a likely candidate to become a consultant. But soon he was telling veteran managers how to run their companies.
In narrating his own ill-fated (and often hilarious) odyssey at a top-tier firm, Stewart turns the consultant's merciless, penetrating eye on the management industry itself. The Management Myth offers an insightful romp through the entire history of thinking about management, a withering critique of pseudoscience in management theory, and a clear explanation of why the MBA usually amounts to so much…
