Excellent book on change management consulting, 29 Apr 2008
One word of warning: The author has a very defined idea of what a consultants do - they help clients implement change. Some of my work fits this description and some doesn't - many of my friends call themselves consultants but neither they nor their clients would regard managing change as fundamental to their assignments.

All of which is a long winded way of saying that his book might not be for you. However, if you do see yourself as someone who helps others manage change then the framework in this book is excellent - I've been recommending it to friends for years. I ever know of an in-house "HR Business Partner" who bases her relationships with her in-house "clients" on the framework.

If, however, you are looking for a book on how to set up and survive as a consultant in the broader sense of the word I'd strongly recommend Mike Johnson's Smarter Consulting - the title is misleading but the content excellent. Excellent book on change management consulting


excellent framework, 30 Sep 2005
well written, easy to understand, and straight to the point, fits the missing pieces of the consulting framework

Excellent book on change management consulting, 29 Apr 2008
One word of warning: The author has a very defined idea of what a consultants do - they help clients implement change. Some of my work fits this description and some doesn't - many of my friends call themselves consultants but neither they nor their clients would regard managing change as fundamental to their assignments.

All of which is a long winded way of saying that his book might not be for you. However, if you do see yourself as someone who helps others manage change then the framework in this book is excellent - I've been recommending it to friends for years. I ever know of an in-house "HR Business Partner" who bases her relationships with her in-house "clients" on the framework.

If, however, you are looking for a book on how to set up and survive as a consultant in the broader sense of the word I'd strongly recommend Mike Johnson's Smarter Consulting - the title is misleading but the content excellent. Excellent book on change management consulting


excellent framework, 30 Sep 2005
well written, easy to understand, and straight to the point, fits the missing pieces of the consulting framework

The Lieutenant Columbo Approach, 05 Nov 2008
Service excellence comes in many shapes and forms. The essence of the service concept is a relationship with the customer that goes above and beyond their expectations or the market norm. David Maister has introduced the nuts and bolts of building such a relationship in The Trusted Advisor.
He looks at the concept of getting closer to customers from an interpersonal point of view as well as a highly practical point of view.
His strength is in bringing to life concepts that could be handled clumsily in a very easy and relevant read.
My particular favourite is chapter 17, the Lieutenant Columbo Approach. Whilst time goes by and many are not familiar with this icon of American television, for those of us that grew up with Columbo, his less than immaculate dress sense, remnants of a cigar and slightly tilted gestures there is an unmistakable empathy with Maister's presentation of the character's genius. Columbo effectively made the bad guy trip himself up with a seemingly naive curiosity in his questioning style, lulling the alleged criminal into a state of openness; an honesty that would eventually prove to be their downfall.
Without doubt, a fantastic read and 'how-to' book on getting close to your most important focal point, your customers, and turning the relationship from transactional into transformational, from merely being a 'supplier' to a trusted advisor.
It remains a 'best-seller' amongst our customers who consistently rate it as one of their favourites.

Good stuff, 14 Jan 2008
This book covers the subject at a theoretical level, but also complements that with checklists of things to do/not do(thoughtfully repeated together in an Appendix). The examples drawn from the authors' own experience are also more relevant and substantial than is often the case. This is a book that won't just be useful once, but which will bear referring to again and again.

Valuable Tips and Insights, 08 Feb 2007
The key theme for the book, the Trust Equation is actually in the middle of the book. The first part of the book leads up to it by framing the issue of trust and what a trusted adviser is. The second part, starting with the Trust Equation gives some structure to the challenge of building trust whilst the third part is all about putting trust to work.

It contain loads of tips and ideas to help anyone who needs or wants to become a "trusted adviser" and it will be of particular interest to lawyers, accountants, account managers, consultants, tax advisers, business coaches etc. -- anyone in a long term relationship with a client.

A really good book -- but I didn't actually finish it, partly because I had got enough out of it, and also partly because the format seemed a bit repetetive. Well worth the money spent though!

Clear directions on creating trust, 07 Jun 2006
Being trusted by their clients separates successful advisors and consultants from the corporate consigliores. But how does a qualified advisor become trusted? Authors David H. Maister, Charles H. Green and Robert M. Galford provide methods you can use to reach the inner circle. They break trust into its component parts and reassemble those pieces into a viable, practical model, complete with suggested conversations. That may sound a little robotic, but with practice, an advisor can make the transition from outside technician to habitué of the inner sanctum. This readable book includes a useful appendix and a list of quick references. We recommend it to consultants and professional service providers. We trust you'll know what to do with it.

A good book for business employees/consultants, 03 Jun 2003
The Trusted Advisor was on a recommended reading list for the ISEB exam in IS Consultancy. I brought this book to help me with my studies, but have also found it very useful in everyday life. It reopens your eyes into how you should conduct yourself every day to gain peoples / customers trust. Each section has a set of bullet points relating to it for easy reference. The content would work for business employees and consultants.

Excellent book on change management consulting, 29 Apr 2008
One word of warning: The author has a very defined idea of what a consultants do - they help clients implement change. Some of my work fits this description and some doesn't - many of my friends call themselves consultants but neither they nor their clients would regard managing change as fundamental to their assignments.

All of which is a long winded way of saying that his book might not be for you. However, if you do see yourself as someone who helps others manage change then the framework in this book is excellent - I've been recommending it to friends for years. I ever know of an in-house "HR Business Partner" who bases her relationships with her in-house "clients" on the framework.

If, however, you are looking for a book on how to set up and survive as a consultant in the broader sense of the word I'd strongly recommend Mike Johnson's Smarter Consulting - the title is misleading but the content excellent. Excellent book on change management consulting


excellent framework, 30 Sep 2005
well written, easy to understand, and straight to the point, fits the missing pieces of the consulting framework

The Lieutenant Columbo Approach, 05 Nov 2008
Service excellence comes in many shapes and forms. The essence of the service concept is a relationship with the customer that goes above and beyond their expectations or the market norm. David Maister has introduced the nuts and bolts of building such a relationship in The Trusted Advisor.
He looks at the concept of getting closer to customers from an interpersonal point of view as well as a highly practical point of view.
His strength is in bringing to life concepts that could be handled clumsily in a very easy and relevant read.
My particular favourite is chapter 17, the Lieutenant Columbo Approach. Whilst time goes by and many are not familiar with this icon of American television, for those of us that grew up with Columbo, his less than immaculate dress sense, remnants of a cigar and slightly tilted gestures there is an unmistakable empathy with Maister's presentation of the character's genius. Columbo effectively made the bad guy trip himself up with a seemingly naive curiosity in his questioning style, lulling the alleged criminal into a state of openness; an honesty that would eventually prove to be their downfall.
Without doubt, a fantastic read and 'how-to' book on getting close to your most important focal point, your customers, and turning the relationship from transactional into transformational, from merely being a 'supplier' to a trusted advisor.
It remains a 'best-seller' amongst our customers who consistently rate it as one of their favourites.

Good stuff, 14 Jan 2008
This book covers the subject at a theoretical level, but also complements that with checklists of things to do/not do(thoughtfully repeated together in an Appendix). The examples drawn from the authors' own experience are also more relevant and substantial than is often the case. This is a book that won't just be useful once, but which will bear referring to again and again.

Valuable Tips and Insights, 08 Feb 2007
The key theme for the book, the Trust Equation is actually in the middle of the book. The first part of the book leads up to it by framing the issue of trust and what a trusted adviser is. The second part, starting with the Trust Equation gives some structure to the challenge of building trust whilst the third part is all about putting trust to work.

It contain loads of tips and ideas to help anyone who needs or wants to become a "trusted adviser" and it will be of particular interest to lawyers, accountants, account managers, consultants, tax advisers, business coaches etc. -- anyone in a long term relationship with a client.

A really good book -- but I didn't actually finish it, partly because I had got enough out of it, and also partly because the format seemed a bit repetetive. Well worth the money spent though!

Clear directions on creating trust, 07 Jun 2006
Being trusted by their clients separates successful advisors and consultants from the corporate consigliores. But how does a qualified advisor become trusted? Authors David H. Maister, Charles H. Green and Robert M. Galford provide methods you can use to reach the inner circle. They break trust into its component parts and reassemble those pieces into a viable, practical model, complete with suggested conversations. That may sound a little robotic, but with practice, an advisor can make the transition from outside technician to habitué of the inner sanctum. This readable book includes a useful appendix and a list of quick references. We recommend it to consultants and professional service providers. We trust you'll know what to do with it.

A good book for business employees/consultants, 03 Jun 2003
The Trusted Advisor was on a recommended reading list for the ISEB exam in IS Consultancy. I brought this book to help me with my studies, but have also found it very useful in everyday life. It reopens your eyes into how you should conduct yourself every day to gain peoples / customers trust. Each section has a set of bullet points relating to it for easy reference. The content would work for business employees and consultants.

Terrible advice offered in a painfully drab way, 13 Aug 2008
Well, I can't for the life of me see how this has score so highly with other reviewers; I guess I just don't "get" it.
I purchased the audio CD version and suffered the entire set in the clinging hope it would offer some useful advice or justify its existance in some way, but it failed utterly. The reading is in a dire monotone and the content is infuriating.
Have you ever worked at an organisation and been frustrated, angered even by the way corporate politics prevent anything from getting done and turn the feeling into one of despair? Would you like to contribute to promoting such an atmosphere? If so, then Flawless Consulting is for you. If you consider yourself as someone who would rather get the job done than have your say to the detriment of the project, then I can't think of a worse manual.

Effective, Ethical Consulting That Is Good for Everyone!, 28 May 2004
I liked this book very much, because it focuses on the style of consulting I like to do -- increasing the capacity of the client to find and implement her/his own solutions. What especially impressed me was the great care placed on how to establish the relationship with the client, as well as defining the assignment. Consultants love to define assignments, but often don't give much thought to the relationship. The emphasis should be just the opposite.

The book is nicely balanced between the needs of those who supply internal consulting (whether formally, or as staff resources) and external consultants and experts. I have played both roles, and each one teaches you something you need to know in order to be a better consultant. This is the only book on consulting that I have read that captures both perspectives and roles well.

A great strength of the book is that there are extensive examples of the same issue so that you can get a good perspective, even if you don't yet have much experience as a consultant. So it is a terrific book for those who are new to consulting.

For those of us who have a few decades of consulting experience, there is still a lot to learn. I was especially helped by the extensive list of ways to diagnose what may be going wrong when the client asks questions or is inactive. I was helped even more by many ingenious responses to those situations that had never occurred to me.

This is a principled book, one that considers the needs of the client and the consultant in a fair and even-handed way. It also gives you the perspective you need to apply those principles.

I heartily agree with the emphasis on getting as much relevant client involvement as possible, to improve commitment, understanding, relationships, and the ability to implement later on.

The next time I run into a potential snag in a consulting relationship, I intend to check my thinking with this wonderful guide. I suggest you do the same. You'll need to have a copy around, so plan to buy one on Amazon.com.

For those fans of The McKinsey Way, you should read this book, too. It will facilitate your career in much more valuable and signficant ways.

Reassuring AND challenging, 02 Dec 2003
The best guide to consulting I have read. Peter Block writes in plain English; the layout is uncluttered and easy to navigate. But perhaps the most powerful quality is his openness in sharing tales of projects that didn't go smoothly. It's reassuring when he describes good approaches and you realise you are doing those right; it's challenging when he describes less successful behaviour and you recognise some of those too!

Hands down the best book on consulting I ever bought!!!, 20 Aug 1999
Peter Block covers the intangibles of consulting: the politics, communications and the obstacles that derail the consultant/client relationship. This book is a MUST read, not only for consultants, but for anyone that works in or around companies that have politics, or bureaucracy, or people. That should cover just about all of us. This book helped me because it covered so much more then the business techniques of consulting, hey I'm a business consultant after all. Flawless Consulting helps you master communication and contracting gaffs, to understand why after much good advice the customer still does the wrong thing, and most importantly how your success can be assured despite those kind of issues.

Fantastic help for anyone who provides expertise or advice, 29 Oct 1998
I think everyone should read this book. Even if you don't think you're a consultant - you are one. You probably try to get your services used inside a company.

Block has a real insight into how the dynamics of consultancy work. I read it before I dealt with my first external client and it saved me from what would have otherwise been less than flawless consulting! As it was, it turned into a great success.

I'll be rereading it regularly.

Excellent book on change management consulting, 29 Apr 2008
One word of warning: The author has a very defined idea of what a consultants do - they help clients implement change. Some of my work fits this description and some doesn't - many of my friends call themselves consultants but neither they nor their clients would regard managing change as fundamental to their assignments.

All of which is a long winded way of saying that his book might not be for you. However, if you do see yourself as someone who helps others manage change then the framework in this book is excellent - I've been recommending it to friends for years. I ever know of an in-house "HR Business Partner" who bases her relationships with her in-house "clients" on the framework.

If, however, you are looking for a book on how to set up and survive as a consultant in the broader sense of the word I'd strongly recommend Mike Johnson's Smarter Consulting - the title is misleading but the content excellent. Excellent book on change management consulting


excellent framework, 30 Sep 2005
well written, easy to understand, and straight to the point, fits the missing pieces of the consulting framework

The Lieutenant Columbo Approach, 05 Nov 2008
Service excellence comes in many shapes and forms. The essence of the service concept is a relationship with the customer that goes above and beyond their expectations or the market norm. David Maister has introduced the nuts and bolts of building such a relationship in The Trusted Advisor.
He looks at the concept of getting closer to customers from an interpersonal point of view as well as a highly practical point of view.
His strength is in bringing to life concepts that could be handled clumsily in a very easy and relevant read.
My particular favourite is chapter 17, the Lieutenant Columbo Approach. Whilst time goes by and many are not familiar with this icon of American television, for those of us that grew up with Columbo, his less than immaculate dress sense, remnants of a cigar and slightly tilted gestures there is an unmistakable empathy with Maister's presentation of the character's genius. Columbo effectively made the bad guy trip himself up with a seemingly naive curiosity in his questioning style, lulling the alleged criminal into a state of openness; an honesty that would eventually prove to be their downfall.
Without doubt, a fantastic read and 'how-to' book on getting close to your most important focal point, your customers, and turning the relationship from transactional into transformational, from merely being a 'supplier' to a trusted advisor.
It remains a 'best-seller' amongst our customers who consistently rate it as one of their favourites.

Good stuff, 14 Jan 2008
This book covers the subject at a theoretical level, but also complements that with checklists of things to do/not do(thoughtfully repeated together in an Appendix). The examples drawn from the authors' own experience are also more relevant and substantial than is often the case. This is a book that won't just be useful once, but which will bear referring to again and again.

Valuable Tips and Insights, 08 Feb 2007
The key theme for the book, the Trust Equation is actually in the middle of the book. The first part of the book leads up to it by framing the issue of trust and what a trusted adviser is. The second part, starting with the Trust Equation gives some structure to the challenge of building trust whilst the third part is all about putting trust to work.

It contain loads of tips and ideas to help anyone who needs or wants to become a "trusted adviser" and it will be of particular interest to lawyers, accountants, account managers, consultants, tax advisers, business coaches etc. -- anyone in a long term relationship with a client.

A really good book -- but I didn't actually finish it, partly because I had got enough out of it, and also partly because the format seemed a bit repetetive. Well worth the money spent though!

Clear directions on creating trust, 07 Jun 2006
Being trusted by their clients separates successful advisors and consultants from the corporate consigliores. But how does a qualified advisor become trusted? Authors David H. Maister, Charles H. Green and Robert M. Galford provide methods you can use to reach the inner circle. They break trust into its component parts and reassemble those pieces into a viable, practical model, complete with suggested conversations. That may sound a little robotic, but with practice, an advisor can make the transition from outside technician to habitué of the inner sanctum. This readable book includes a useful appendix and a list of quick references. We recommend it to consultants and professional service providers. We trust you'll know what to do with it.

A good book for business employees/consultants, 03 Jun 2003
The Trusted Advisor was on a recommended reading list for the ISEB exam in IS Consultancy. I brought this book to help me with my studies, but have also found it very useful in everyday life. It reopens your eyes into how you should conduct yourself every day to gain peoples / customers trust. Each section has a set of bullet points relating to it for easy reference. The content would work for business employees and consultants.

Terrible advice offered in a painfully drab way, 13 Aug 2008
Well, I can't for the life of me see how this has score so highly with other reviewers; I guess I just don't "get" it.
I purchased the audio CD version and suffered the entire set in the clinging hope it would offer some useful advice or justify its existance in some way, but it failed utterly. The reading is in a dire monotone and the content is infuriating.
Have you ever worked at an organisation and been frustrated, angered even by the way corporate politics prevent anything from getting done and turn the feeling into one of despair? Would you like to contribute to promoting such an atmosphere? If so, then Flawless Consulting is for you. If you consider yourself as someone who would rather get the job done than have your say to the detriment of the project, then I can't think of a worse manual.

Effective, Ethical Consulting That Is Good for Everyone!, 28 May 2004
I liked this book very much, because it focuses on the style of consulting I like to do -- increasing the capacity of the client to find and implement her/his own solutions. What especially impressed me was the great care placed on how to establish the relationship with the client, as well as defining the assignment. Consultants love to define assignments, but often don't give much thought to the relationship. The emphasis should be just the opposite.

The book is nicely balanced between the needs of those who supply internal consulting (whether formally, or as staff resources) and external consultants and experts. I have played both roles, and each one teaches you something you need to know in order to be a better consultant. This is the only book on consulting that I have read that captures both perspectives and roles well.

A great strength of the book is that there are extensive examples of the same issue so that you can get a good perspective, even if you don't yet have much experience as a consultant. So it is a terrific book for those who are new to consulting.

For those of us who have a few decades of consulting experience, there is still a lot to learn. I was especially helped by the extensive list of ways to diagnose what may be going wrong when the client asks questions or is inactive. I was helped even more by many ingenious responses to those situations that had never occurred to me.

This is a principled book, one that considers the needs of the client and the consultant in a fair and even-handed way. It also gives you the perspective you need to apply those principles.

I heartily agree with the emphasis on getting as much relevant client involvement as possible, to improve commitment, understanding, relationships, and the ability to implement later on.

The next time I run into a potential snag in a consulting relationship, I intend to check my thinking with this wonderful guide. I suggest you do the same. You'll need to have a copy around, so plan to buy one on Amazon.com.

For those fans of The McKinsey Way, you should read this book, too. It will facilitate your career in much more valuable and signficant ways.

Reassuring AND challenging, 02 Dec 2003
The best guide to consulting I have read. Peter Block writes in plain English; the layout is uncluttered and easy to navigate. But perhaps the most powerful quality is his openness in sharing tales of projects that didn't go smoothly. It's reassuring when he describes good approaches and you realise you are doing those right; it's challenging when he describes less successful behaviour and you recognise some of those too!

Hands down the best book on consulting I ever bought!!!, 20 Aug 1999
Peter Block covers the intangibles of consulting: the politics, communications and the obstacles that derail the consultant/client relationship. This book is a MUST read, not only for consultants, but for anyone that works in or around companies that have politics, or bureaucracy, or people. That should cover just about all of us. This book helped me because it covered so much more then the business techniques of consulting, hey I'm a business consultant after all. Flawless Consulting helps you master communication and contracting gaffs, to understand why after much good advice the customer still does the wrong thing, and most importantly how your success can be assured despite those kind of issues.

Fantastic help for anyone who provides expertise or advice, 29 Oct 1998
I think everyone should read this book. Even if you don't think you're a consultant - you are one. You probably try to get your services used inside a company.

Block has a real insight into how the dynamics of consultancy work. I read it before I dealt with my first external client and it saved me from what would have otherwise been less than flawless consulting! As it was, it turned into a great success.

I'll be rereading it regularly.

Paint by numbers consulting , 22 Jun 2008
I purchased Mike's book because like many I'm stepping out into the world of consulting my own. I wasn't sure what to expect but I was pleasantly surprised, I found the book not only insightful but very practical and it dealt with many issues that I felt (before reading the book) were not major. It made me really think about my reasons for going it alone and question was this a good option for me, it does not sugar coat the reality's of self employment which is one of the key strengths of the book.

Misleading title but great book, 29 Apr 2008
If you want to know what the book is about make sure you read the subtitle "How to start up and succeed as an independent consultant" - the title makes no sense to me as it a not a book about consulting - it is about being a consultant.

That might sound like splitting hairs but the book rightly treats you with enough respect to assume that you know what you are doing when you are with a client. This is about what to do for the majority of your time when it's just you in the office in the attic/cellar or at the bottom of the garden. As such it should be compulsory reading before opening a business bank account, putting "associates" after your name and getting a website.

The author has been a consultant for more than twenty years and sounds like he's learned a thing or two along the way. They style is light and fun and will help you (a) decide if going alone is the thing for you and (b) help you make it work if you do.

I can think of two friends who would either still be in business today - or would have avoided a lot of stress and heartache from the start - if they'd read this book. If you are even thinking about starting up as an independent - of if you are deciding whether to keep persevering with it once the initial few contracts dry up this book is brilliant.


Excellent advice for all independents and freelancers, 21 Nov 2007
I can't recommend it enough to anyone thinking about leaving the security of the corporate world and going it alone as an independent consultant or freelancer. I read the author's first book on this subject a couple of years ago and found this new version by chance when looking for a copy of the old one for a friend. Interestingly, I couldn't find the fact that this book had previously been published with a different title anywhere in the blurb or on the cover, so if you've already got The Independent Consultant's Survival Guide (no longer available) then be aware that this book is about 2/3rds the same. That said, the new version is about 30% bigger and has three new chapters, and a supporting website so I bought a copy for myself as well my friend and it was worth it.

How good is it? Well I took a lot of his advice when I read the last book two years ago and I'm still in business and not even thinking of going back "in house". First off, the book is an easy read but not in a lightweight way - it is packed full of useful tips and hard advice. That's one of the things I like about it - it's not full of "anyone can do it - live your dream" encouragement - it tells you the hard bits and forces you to ask if you're really cut out for life outside the organization. It points out that the life of a self employed consultant is fantastic fun and very rewarding but also hard work at times. One of the hardest bits for anyone who has never been in a sales role before is learning how to sell yourself and set your fees - this book is worth the price for these sections alone. If you're serious about trying to go it alone - or if you have and you're thinking about going back inside - read this book and take his advice - and good luck.


Practical and entertaining, 12 Nov 2007
The book is both practical and entertaining. I have been an independent consultant for many years, but I discovered some useful tips that I can use. And the book is fun to read - lots of amusing anecdotes that make Smarter Consulting an interesting read.

The guide to independence, 11 Nov 2007
Mike Johnson's Smarter Consulting guide tells it like it is. Very good advice on both the practical and the emotional journey to professional independence. The author speaks from experience - both his own and those of his many friends and professional colleagues - which makes this "manual" so credible and useful.

Excellent book on change management consulting, 29 Apr 2008
One word of warning: The author has a very defined idea of what a consultants do - they help clients implement change. Some of my work fits this description and some doesn't - many of my friends call themselves consultants but neither they nor their clients would regard managing change as fundamental to their assignments.

All of which is a long winded way of saying that his book might not be for you. However, if you do see yourself as someone who helps others manage change then the framework in this book is excellent - I've been recommending it to friends for years. I ever know of an in-house "HR Business Partner" who bases her relationships with her in-house "clients" on the framework.

If, however, you are looking for a book on how to set up and survive as a consultant in the broader sense of the word I'd strongly recommend Mike Johnson's Smarter Consulting - the title is misleading but the content excellent. Excellent book on change management consulting


excellent framework, 30 Sep 2005
well written, easy to understand, and straight to the point, fits the missing pieces of the consulting framework

The Lieutenant Columbo Approach, 05 Nov 2008
Service excellence comes in many shapes and forms. The essence of the service concept is a relationship with the customer that goes above and beyond their expectations or the market norm. David Maister has introduced the nuts and bolts of building such a relationship in The Trusted Advisor.
He looks at the concept of getting closer to customers from an interpersonal point of view as well as a highly practical point of view.
His strength is in bringing to life concepts that could be handled clumsily in a very easy and relevant read.
My particular favourite is chapter 17, the Lieutenant Columbo Approach. Whilst time goes by and many are not familiar with this icon of American television, for those of us that grew up with Columbo, his less than immaculate dress sense, remnants of a cigar and slightly tilted gestures there is an unmistakable empathy with Maister's presentation of the character's genius. Columbo effectively made the bad guy trip himself up with a seemingly naive curiosity in his questioning style, lulling the alleged criminal into a state of openness; an honesty that would eventually prove to be their downfall.
Without doubt, a fantastic read and 'how-to' book on getting close to your most important focal point, your customers, and turning the relationship from transactional into transformational, from merely being a 'supplier' to a trusted advisor.
It remains a 'best-seller' amongst our customers who consistently rate it as one of their favourites.

Good stuff, 14 Jan 2008
This book covers the subject at a theoretical level, but also complements that with checklists of things to do/not do(thoughtfully repeated together in an Appendix). The examples drawn from the authors' own experience are also more relevant and substantial than is often the case. This is a book that won't just be useful once, but which will bear referring to again and again.

Valuable Tips and Insights, 08 Feb 2007
The key theme for the book, the Trust Equation is actually in the middle of the book. The first part of the book leads up to it by framing the issue of trust and what a trusted adviser is. The second part, starting with the Trust Equation gives some structure to the challenge of building trust whilst the third part is all about putting trust to work.

It contain loads of tips and ideas to help anyone who needs or wants to become a "trusted adviser" and it will be of particular interest to lawyers, accountants, account managers, consultants, tax advisers, business coaches etc. -- anyone in a long term relationship with a client.

A really good book -- but I didn't actually finish it, partly because I had got enough out of it, and also partly because the format seemed a bit repetetive. Well worth the money spent though!

Clear directions on creating trust, 07 Jun 2006
Being trusted by their clients separates successful advisors and consultants from the corporate consigliores. But how does a qualified advisor become trusted? Authors David H. Maister, Charles H. Green and Robert M. Galford provide methods you can use to reach the inner circle. They break trust into its component parts and reassemble those pieces into a viable, practical model, complete with suggested conversations. That may sound a little robotic, but with practice, an advisor can make the transition from outside technician to habitué of the inner sanctum. This readable book includes a useful appendix and a list of quick references. We recommend it to consultants and professional service providers. We trust you'll know what to do with it.

A good book for business employees/consultants, 03 Jun 2003
The Trusted Advisor was on a recommended reading list for the ISEB exam in IS Consultancy. I brought this book to help me with my studies, but have also found it very useful in everyday life. It reopens your eyes into how you should conduct yourself every day to gain peoples / customers trust. Each section has a set of bullet points relating to it for easy reference. The content would work for business employees and consultants.

Terrible advice offered in a painfully drab way, 13 Aug 2008
Well, I can't for the life of me see how this has score so highly with other reviewers; I guess I just don't "get" it.
I purchased the audio CD version and suffered the entire set in the clinging hope it would offer some useful advice or justify its existance in some way, but it failed utterly. The reading is in a dire monotone and the content is infuriating.
Have you ever worked at an organisation and been frustrated, angered even by the way corporate politics prevent anything from getting done and turn the feeling into one of despair? Would you like to contribute to promoting such an atmosphere? If so, then Flawless Consulting is for you. If you consider yourself as someone who would rather get the job done than have your say to the detriment of the project, then I can't think of a worse manual.

Effective, Ethical Consulting That Is Good for Everyone!, 28 May 2004
I liked this book very much, because it focuses on the style of consulting I like to do -- increasing the capacity of the client to find and implement her/his own solutions. What especially impressed me was the great care placed on how to establish the relationship with the client, as well as defining the assignment. Consultants love to define assignments, but often don't give much thought to the relationship. The emphasis should be just the opposite.

The book is nicely balanced between the needs of those who supply internal consulting (whether formally, or as staff resources) and external consultants and experts. I have played both roles, and each one teaches you something you need to know in order to be a better consultant. This is the only book on consulting that I have read that captures both perspectives and roles well.

A great strength of the book is that there are extensive examples of the same issue so that you can get a good perspective, even if you don't yet have much experience as a consultant. So it is a terrific book for those who are new to consulting.

For those of us who have a few decades of consulting experience, there is still a lot to learn. I was especially helped by the extensive list of ways to diagnose what may be going wrong when the client asks questions or is inactive. I was helped even more by many ingenious responses to those situations that had never occurred to me.

This is a principled book, one that considers the needs of the client and the consultant in a fair and even-handed way. It also gives you the perspective you need to apply those principles.

I heartily agree with the emphasis on getting as much relevant client involvement as possible, to improve commitment, understanding, relationships, and the ability to implement later on.

The next time I run into a potential snag in a consulting relationship, I intend to check my thinking with this wonderful guide. I suggest you do the same. You'll need to have a copy around, so plan to buy one on Amazon.com.

For those fans of The McKinsey Way, you should read this book, too. It will facilitate your career in much more valuable and signficant ways.

Reassuring AND challenging, 02 Dec 2003
The best guide to consulting I have read. Peter Block writes in plain English; the layout is uncluttered and easy to navigate. But perhaps the most powerful quality is his openness in sharing tales of projects that didn't go smoothly. It's reassuring when he describes good approaches and you realise you are doing those right; it's challenging when he describes less successful behaviour and you recognise some of those too!

Hands down the best book on consulting I ever bought!!!, 20 Aug 1999
Peter Block covers the intangibles of consulting: the politics, communications and the obstacles that derail the consultant/client relationship. This book is a MUST read, not only for consultants, but for anyone that works in or around companies that have politics, or bureaucracy, or people. That should cover just about all of us. This book helped me because it covered so much more then the business techniques of consulting, hey I'm a business consultant after all. Flawless Consulting helps you master communication and contracting gaffs, to understand why after much good advice the customer still does the wrong thing, and most importantly how your success can be assured despite those kind of issues.

Fantastic help for anyone who provides expertise or advice, 29 Oct 1998
I think everyone should read this book. Even if you don't think you're a consultant - you are one. You probably try to get your services used inside a company.

Block has a real insight into how the dynamics of consultancy work. I read it before I dealt with my first external client and it saved me from what would have otherwise been less than flawless consulting! As it was, it turned into a great success.

I'll be rereading it regularly.

Paint by numbers consulting , 22 Jun 2008
I purchased Mike's book because like many I'm stepping out into the world of consulting my own. I wasn't sure what to expect but I was pleasantly surprised, I found the book not only insightful but very practical and it dealt with many issues that I felt (before reading the book) were not major. It made me really think about my reasons for going it alone and question was this a good option for me, it does not sugar coat the reality's of self employment which is one of the key strengths of the book.

Misleading title but great book, 29 Apr 2008
If you want to know what the book is about make sure you read the subtitle "How to start up and succeed as an independent consultant" - the title makes no sense to me as it a not a book about consulting - it is about being a consultant.

That might sound like splitting hairs but the book rightly treats you with enough respect to assume that you know what you are doing when you are with a client. This is about what to do for the majority of your time when it's just you in the office in the attic/cellar or at the bottom of the garden. As such it should be compulsory reading before opening a business bank account, putting "associates" after your name and getting a website.

The author has been a consultant for more than twenty years and sounds like he's learned a thing or two along the way. They style is light and fun and will help you (a) decide if going alone is the thing for you and (b) help you make it work if you do.

I can think of two friends who would either still be in business today - or would have avoided a lot of stress and heartache from the start - if they'd read this book. If you are even thinking about starting up as an independent - of if you are deciding whether to keep persevering with it once the initial few contracts dry up this book is brilliant.


Excellent advice for all independents and freelancers, 21 Nov 2007
I can't recommend it enough to anyone thinking about leaving the security of the corporate world and going it alone as an independent consultant or freelancer. I read the author's first book on this subject a couple of years ago and found this new version by chance when looking for a copy of the old one for a friend. Interestingly, I couldn't find the fact that this book had previously been published with a different title anywhere in the blurb or on the cover, so if you've already got The Independent Consultant's Survival Guide (no longer available) then be aware that this book is about 2/3rds the same. That said, the new version is about 30% bigger and has three new chapters, and a supporting website so I bought a copy for myself as well my friend and it was worth it.

How good is it? Well I took a lot of his advice when I read the last book two years ago and I'm still in business and not even thinking of going back "in house". First off, the book is an easy read but not in a lightweight way - it is packed full of useful tips and hard advice. That's one of the things I like about it - it's not full of "anyone can do it - live your dream" encouragement - it tells you the hard bits and forces you to ask if you're really cut out for life outside the organization. It points out that the life of a self employed consultant is fantastic fun and very rewarding but also hard work at times. One of the hardest bits for anyone who has never been in a sales role before is learning how to sell yourself and set your fees - this book is worth the price for these sections alone. If you're serious about trying to go it alone - or if you have and you're thinking about going back inside - read this book and take his advice - and good luck.


Practical and entertaining, 12 Nov 2007
The book is both practical and entertaining. I have been an independent consultant for many years, but I discovered some useful tips that I can use. And the book is fun to read - lots of amusing anecdotes that make Smarter Consulting an interesting read.

The guide to independence, 11 Nov 2007
Mike Johnson's Smarter Consulting guide tells it like it is. Very good advice on both the practical and the emotional journey to professional independence. The author speaks from experience - both his own and those of his many friends and professional colleagues - which makes this "manual" so credible and useful.

A very practical book on getting started, 18 Mar 2006
This book is a genuinely good piece of authoritative literature on the subject of consulting.

Even when I wasn't actually consulting it was a great field-book on how to work with clients as an independent contractor. When I started consulting it was initially my "bible" and I still use the approaches 10 years on.

I'll warn you though that you may find that you don't initially agree with everything in the book because AW's approach can be a bit daunting at times if you're not yet at the level he's talking about .. but then, that probably means you're not yet ready to get started in consulting.

All the same give it a good read, and if you find it useful you too will be raving about it many years on when you're a success. If not, you can always return it and write your review too!

Been there, done it....valued the book, 07 Sep 2005
I have been running a consulting business for 4 years now, and amoungst the many books I read on start up and since this has been the most useful and supportive. Having got it out from the library (preserving funds at the early stage), I then bought the latest edition of the book, have given it as a present to a freind who was starting up and used it on and off for the last 4 years.
I would recommend this as your first port of call if starting up.

Excellent preparation for successful consulting., 28 Aug 2005
If I could apply much of the content of this book then I would be a brilliant consultant. The writer's style and advice is approachable and practical and it covers everything critical most thoroughly. Apply this book to consulting and I would doubt you would be anything but very successful.

Essential reading for the budding consultant!, 29 Jul 2002
I purchased this book after the excelent Million Dollar Consulting, with a view to setting up my own firm and I must say that the book has proved to be invaluable!
Alan Weiss' conversational writing style makes his books easy to read. He has the knack of making the daunting seem realistic and achievable, due to the systematic nature with which he breaks down the process of setting up your own practice.

Every few pages contain conversations with other consulting firms about what they have learned since setting up their own businesses and what they would do differently next time. These insights can cut years off your learning curve!

There is also excellent advice on how to go about raising your profile via keynote speeches, writing articles, and many other hints and tips to add value to your services.

One key point he makes is that of not charging per diem or hourly and the concept of charging project fees basaed on value outcomes to the client. This can help you to make considerably more money and differentiate yourself from the myriad of consultants offering commodity services and charging hourly or daily rates.

Finally, the appendices offer invaluable advice ranging from the content of your brochure and office essentials to the various trade organisations you can liaise with to network.
Definately a book to keep referring to!

A book all consultants or aspiring consultants should read, 03 Apr 2001
I obtained this book from my local library and made a few notes as I was reading through it. This worked well until I reached the chapter "Closing the Sale" which incorporates the "Nine Steps of Great Proposals"; I then realised that I would want to refer back to this time and time again so I logged straight on to Amazon to order my own copy.

The title understates the usefulness of this book by including "Getting started in." ALL consultants of whatever level of experience are certain to find something in this book which digs them in the ribs and says "you really aren't getting the most out of your work, are you ?"

Very few of us aspire to the levels of success that Alan Weiss achieves but he gave me the confidence to believe that I can achieve considerably more than before I took the book off the shelf.

My only caveat is that there are some elements in which the U.S. origin reduces the value because the organisations listed are US-based, however a little research should identify UK equivalents for many of them.

Excellent book on change management consulting, 29 Apr 2008
One word of warning: The author has a very defined idea of what a consultants do - they help clients implement change. Some of my work fits this description and some doesn't - many of my friends call themselves consultants but neither they nor their clients would regard managing change as fundamental to their assignments.

All of which is a long winded way of saying that his book might not be for you. However, if you do see yourself as someone who helps others manage change then the framework in this book is excellent - I've been recommending it to friends for years. I ever know of an in-house "HR Business Partner" who bases her relationships with her in-house "clients" on the framework.

If, however, you are looking for a book on how to set up and survive as a consultant in the broader sense of the word I'd strongly recommend Mike Johnson's Smarter Consulting - the title is misleading but the content excellent. Excellent book on change management consulting


excellent framework, 30 Sep 2005
well written, easy to understand, and straight to the point, fits the missing pieces of the consulting framework

The Lieutenant Columbo Approach, 05 Nov 2008
Service excellence comes in many shapes and forms. The essence of the service concept is a relationship with the customer that goes above and beyond their expectations or the market norm. David Maister has introduced the nuts and bolts of building such a relationship in The Trusted Advisor.
He looks at the concept of getting closer to customers from an interpersonal point of view as well as a highly practical point of view.
His strength is in bringing to life concepts that could be handled clumsily in a very easy and relevant read.
My particular favourite is chapter 17, the Lieutenant Columbo Approach. Whilst time goes by and many are not familiar with this icon of American television, for those of us that grew up with Columbo, his less than immaculate dress sense, remnants of a cigar and slightly tilted gestures there is an unmistakable empathy with Maister's presentation of the character's genius. Columbo effectively made the bad guy trip himself up with a seemingly naive curiosity in his questioning style, lulling the alleged criminal into a state of openness; an honesty that would eventually prove to be their downfall.
Without doubt, a fantastic read and 'how-to' book on getting close to your most important focal point, your customers, and turning the relationship from transactional into transformational, from merely being a 'supplier' to a trusted advisor.
It remains a 'best-seller' amongst our customers who consistently rate it as one of their favourites.

Good stuff, 14 Jan 2008
This book covers the subject at a theoretical level, but also complements that with checklists of things to do/not do(thoughtfully repeated together in an Appendix). The examples drawn from the authors' own experience are also more relevant and substantial than is often the case. This is a book that won't just be useful once, but which will bear referring to again and again.

Valuable Tips and Insights, 08 Feb 2007
The key theme for the book, the Trust Equation is actually in the middle of the book. The first part of the book leads up to it by framing the issue of trust and what a trusted adviser is. The second part, starting with the Trust Equation gives some structure to the challenge of building trust whilst the third part is all about putting trust to work.

It contain loads of tips and ideas to help anyone who needs or wants to become a "trusted adviser" and it will be of particular interest to lawyers, accountants, account managers, consultants, tax advisers, business coaches etc. -- anyone in a long term relationship with a client.

A really good book -- but I didn't actually finish it, partly because I had got enough out of it, and also partly because the format seemed a bit repetetive. Well worth the money spent though!

Clear directions on creating trust, 07 Jun 2006
Being trusted by their clients separates successful advisors and consultants from the corporate consigliores. But how does a qualified advisor become trusted? Authors David H. Maister, Charles H. Green and Robert M. Galford provide methods you can use to reach the inner circle. They break trust into its component parts and reassemble those pieces into a viable, practical model, complete with suggested conversations. That may sound a little robotic, but with practice, an advisor can make the transition from outside technician to habitué of the inner sanctum. This readable book includes a useful appendix and a list of quick references. We recommend it to consultants and professional service providers. We trust you'll know what to do with it.

A good book for business employees/consultants, 03 Jun 2003
The Trusted Advisor was on a recommended reading list for the ISEB exam in IS Consultancy. I brought this book to help me with my studies, but have also found it very useful in everyday life. It reopens your eyes into how you should conduct yourself every day to gain peoples / customers trust. Each section has a set of bullet points relating to it for easy reference. The content would work for business employees and consultants.

Terrible advice offered in a painfully drab way, 13 Aug 2008
Well, I can't for the life of me see how this has score so highly with other reviewers; I guess I just don't "get" it.
I purchased the audio CD version and suffered the entire set in the clinging hope it would offer some useful advice or justify its existance in some way, but it failed utterly. The reading is in a dire monotone and the content is infuriating.
Have you ever worked at an organisation and been frustrated, angered even by the way corporate politics prevent anything from getting done and turn the feeling into one of despair? Would you like to contribute to promoting such an atmosphere? If so, then Flawless Consulting is for you. If you consider yourself as someone who would rather get the job done than have your say to the detriment of the project, then I can't think of a worse manual.

Effective, Ethical Consulting That Is Good for Everyone!, 28 May 2004
I liked this book very much, because it focuses on the style of consulting I like to do -- increasing the capacity of the client to find and implement her/his own solutions. What especially impressed me was the great care placed on how to establish the relationship with the client, as well as defining the assignment. Consultants love to define assignments, but often don't give much thought to the relationship. The emphasis should be just the opposite.

The book is nicely balanced between the needs of those who supply internal consulting (whether formally, or as staff resources) and external consultants and experts. I have played both roles, and each one teaches you something you need to know in order to be a better consultant. This is the only book on consulting that I have read that captures both perspectives and roles well.

A great strength of the book is that there are extensive examples of the same issue so that you can get a good perspective, even if you don't yet have much experience as a consultant. So it is a terrific book for those who are new to consulting.

For those of us who have a few decades of consulting experience, there is still a lot to learn. I was especially helped by the extensive list of ways to diagnose what may be going wrong when the client asks questions or is inactive. I was helped even more by many ingenious responses to those situations that had never occurred to me.

This is a principled book, one that considers the needs of the client and the consultant in a fair and even-handed way. It also gives you the perspective you need to apply those principles.

I heartily agree with the emphasis on getting as much relevant client involvement as possible, to improve commitment, understanding, relationships, and the ability to implement later on.

The next time I run into a potential snag in a consulting relationship, I intend to check my thinking with this wonderful guide. I suggest you do the same. You'll need to have a copy around, so plan to buy one on Amazon.com.

For those fans of The McKinsey Way, you should read this book, too. It will facilitate your career in much more valuable and signficant ways.

Reassuring AND challenging, 02 Dec 2003
The best guide to consulting I have read. Peter Block writes in plain English; the layout is uncluttered and easy to navigate. But perhaps the most powerful quality is his openness in sharing tales of projects that didn't go smoothly. It's reassuring when he describes good approaches and you realise you are doing those right; it's challenging when he describes less successful behaviour and you recognise some of those too!

Hands down the best book on consulting I ever bought!!!, 20 Aug 1999
Peter Block covers the intangibles of consulting: the politics, communications and the obstacles that derail the consultant/client relationship. This book is a MUST read, not only for consultants, but for anyone that works in or around companies that have politics, or bureaucracy, or people. That should cover just about all of us. This book helped me because it covered so much more then the business techniques of consulting, hey I'm a business consultant after all. Flawless Consulting helps you master communication and contracting gaffs, to understand why after much good advice the customer still does the wrong thing, and most importantly how your success can be assured despite those kind of issues.

Fantastic help for anyone who provides expertise or advice, 29 Oct 1998
I think everyone should read this book. Even if you don't think you're a consultant - you are one. You probably try to get your services used inside a company.

Block has a real insight into how the dynamics of consultancy work. I read it before I dealt with my first external client and it saved me from what would have otherwise been less than flawless consulting! As it was, it turned into a great success.

I'll be rereading it regularly.

Paint by numbers consulting , 22 Jun 2008
I purchased Mike's book because like many I'm stepping out into the world of consulting my own. I wasn't sure what to expect but I was pleasantly surprised, I found the book not only insightful but very practical and it dealt with many issues that I felt (before reading the book) were not major. It made me really think about my reasons for going it alone and question was this a good option for me, it does not sugar coat the reality's of self employment which is one of the key strengths of the book.

Misleading title but great book, 29 Apr 2008
If you want to know what the book is about make sure you read the subtitle "How to start up and succeed as an independent consultant" - the title makes no sense to me as it a not a book about consulting - it is about being a consultant.

That might sound like splitting hairs but the book rightly treats you with enough respect to assume that you know what you are doing when you are with a client. This is about what to do for the majority of your time when it's just you in the office in the attic/cellar or at the bottom of the garden. As such it should be compulsory reading before opening a business bank account, putting "associates" after your name and getting a website.

The author has been a consultant for more than twenty years and sounds like he's learned a thing or two along the way. They style is light and fun and will help you (a) decide if going alone is the thing for you and (b) help you make it work if you do.

I can think of two friends who would either still be in business today - or would have avoided a lot of stress and heartache from the start - if they'd read this book. If you are even thinking about starting up as an independent - of if you are deciding whether to keep persevering with it once the initial few contracts dry up this book is brilliant.


Excellent advice for all independents and freelancers, 21 Nov 2007
I can't recommend it enough to anyone thinking about leaving the security of the corporate world and going it alone as an independent consultant or freelancer. I read the author's first book on this subject a couple of years ago and found this new version by chance when looking for a copy of the old one for a friend. Interestingly, I couldn't find the fact that this book had previously been published with a different title anywhere in the blurb or on the cover, so if you've already got The Independent Consultant's Survival Guide (no longer available) then be aware that this book is about 2/3rds the same. That said, the new version is about 30% bigger and has three new chapters, and a supporting website so I bought a copy for myself as well my friend and it was worth it.

How good is it? Well I took a lot of his advice when I read the last book two years ago and I'm still in business and not even thinking of going back "in house". First off, the book is an easy read but not in a lightweight way - it is packed full of useful tips and hard advice. That's one of the things I like about it - it's not full of "anyone can do it - live your dream" encouragement - it tells you the hard bits and forces you to ask if you're really cut out for life outside the organization. It points out that the life of a self employed consultant is fantastic fun and very rewarding but also hard work at times. One of the hardest bits for anyone who has never been in a sales role before is learning how to sell yourself and set your fees - this book is worth the price for these sections alone. If you're serious about trying to go it alone - or if you have and you're thinking about going back inside - read this book and take his advice - and good luck.


Practical and entertaining, 12 Nov 2007
The book is both practical and entertaining. I have been an independent consultant for many years, but I discovered some useful tips that I can use. And the book is fun to read - lots of amusing anecdotes that make Smarter Consulting an interesting read.

The guide to independence, 11 Nov 2007
Mike Johnson's Smarter Consulting guide tells it like it is. Very good advice on both the practical and the emotional journey to professional independence. The author speaks from experience - both his own and those of his many friends and professional colleagues - which makes this "manual" so credible and useful.

A very practical book on getting started, 18 Mar 2006
This book is a genuinely good piece of authoritative literature on the subject of consulting.

Even when I wasn't actually consulting it was a great field-book on how to work with clients as an independent contractor. When I started consulting it was initially my "bible" and I still use the approaches 10 years on.

I'll warn you though that you may find that you don't initially agree with everything in the book because AW's approach can be a bit daunting at times if you're not yet at the level he's talking about .. but then, that probably means you're not yet ready to get started in consulting.

All the same give it a good read, and if you find it useful you too will be raving about it many years on when you're a success. If not, you can always return it and write your review too!

Been there, done it....valued the book, 07 Sep 2005
I have been running a consulting business for 4 years now, and amoungst the many books I read on start up and since this has been the most useful and supportive. Having got it out from the library (preserving funds at the early stage), I then bought the latest edition of the book, have given it as a present to a freind who was starting up and used it on and off for the last 4 years.
I would recommend this as your first port of call if starting up.

Excellent preparation for successful consulting., 28 Aug 2005
If I could apply much of the content of this book then I would be a brilliant consultant. The writer's style and advice is approachable and practical and it covers everything critical most thoroughly. Apply this book to consulting and I would doubt you would be anything but very successful.

Essential reading for the budding consultant!, 29 Jul 2002
I purchased this book after the excelent Million Dollar Consulting, with a view to setting up my own firm and I must say that the book has proved to be invaluable!
Alan Weiss' conversational writing style makes his books easy to read. He has the knack of making the daunting seem realistic and achievable, due to the systematic nature with which he breaks down the process of setting up your own practice.

Every few pages contain conversations with other consulting firms about what they have learned since setting up their own businesses and what they would do differently next time. These insights can cut years off your learning curve!

There is also excellent advice on how to go about raising your profile via keynote speeches, writing articles, and many other hints and tips to add value to your services.

One key point he makes is that of not charging per diem or hourly and the concept of charging project fees basaed on value outcomes to the client. This can help you to make considerably more money and differentiate yourself from the myriad of consultants offering commodity services and charging hourly or daily rates.

Finally, the appendices offer invaluable advice ranging from the content of your brochure and office essentials to the various trade organisations you can liaise with to network.
Definately a book to keep referring to!

A book all consultants or aspiring consultants should read, 03 Apr 2001
I obtained this book from my local library and made a few notes as I was reading through it. This worked well until I reached the chapter "Closing the Sale" which incorporates the "Nine Steps of Great Proposals"; I then realised that I would want to refer back to this time and time again so I logged straight on to Amazon to order my own copy.

The title understates the usefulness of this book by including "Getting started in." ALL consultants of whatever level of experience are certain to find something in this book which digs them in the ribs and says "you really aren't getting the most out of your work, are you ?"

Very few of us aspire to the levels of success that Alan Weiss achieves but he gave me the confidence to believe that I can achieve considerably more than before I took the book off the shelf.

My only caveat is that there are some elements in which the U.S. origin reduces the value because the organisations listed are US-based, however a little research should identify UK equivalents for many of them.

Worth the money in the first few pages, 09 Apr 2008
I have been a management consultant for about 8 years, and running my own practice for six. Generally, I find 'growing your small business' books too general and based on retail or manufacturing models. By contrast, this book is really excellent - the author knows what it is to be a consultant, and in the first few chapters has already given me enough good ideas to consider the price of the book, and the time spent reading it, well worth it. I recommend it for experienced consultants and those running a consultancy team or company. It says it is also aimed at start-ups, but to be honest, I think it is a bit scary if you've never been a consultant before, and doesn't have enough detail on the basics for those just starting out. A really good buy.

Straight talking ..., 18 Mar 2006
The thing about this book is that it'll either "do it for you or it won't". There's no middle ground.

It'll probably do it for you if you're ready to take a "different" approach to consulting and implement some strategies you might not have tried in the past and are not too familiar with.

A part of you will read it and think it's not "do-able" and just forget it. Another part of you will feel challenged by the suggestions ... however, trust me on this. If you do actually use ANY the approaches as stated, you WILL stand head and shoulders above your colleagues.

But be warned, this stuff takes guts!

Essential Help for Consultants New and Old, 19 Jan 2006
I found this book by chance, looking for help on how to improve my consultancy business. Regardless of whether you have been providing consultancy services for some time or are new to the business you will find this book very useful. Alan's writing style makes the book easy to read and it is full of great information on how to build a successful consultancy business. I found his approach to proposals and fees very useful and have since bought other books such as "How to Write a Proposal That's Accepted Everytime" and "Value-Based Fees"

I would recommend this book to any consultant that is stuck doing the same thing year in year out. It makes you think about the value of what you are offering to your clients and has some genuine help and advice that will help you grow your business.

I have already implemented some of his advice and it has made a real difference both to the relationships with clients and the fees we charge.

Very Powerful Approach to Consulting, 12 Oct 2000
I've just finished reading this book, which I read from cover to cover on my holiday ( Yes I know how sad that sounds ! ).

Sometimes the author says things that made me uncomfortable, but only because I wasn't sure I could pull it off, not because it wasn't a good idea.

The book is very well structured, and his whole approach to consulting, reinforces itself.

Develop your skills, so that you are as good as you say you are. Market yourself effectively so that you get the chance to prove what you can do. Develop the relationship so that you really give value. Charge what you're worth. Collect the money. ( For a change, somebody who's good at sales thinks this is important - Yes I am an accountant )

The marketing tips in this book are applicable to anybody providing services, not just consultants. Also he has lots of excellent ideas on business to business marketing, that are also applicable to any business.

There is so much good stuff in this book that I will definitely be reading it again.

Excellent. Relationship selling and value pricing., 12 Jul 1999
I guess the book can be summarised as having one underlying strategy of becoming a million dollar consultant, with many tactics in order to get there. Relationship selling is one tactic that is explained in depth because it is so different to the way most people sell. Value pricing is the other main tactic in obtaining this status. This books touches on so many aspects of consulting it is difficult to summarise everything. If you want to know how to start a new consulting business, how to set up an office, what equipment you should buy, how to market yourself, which groups you should join, how to work with and recruit sub-contractors, how to allocated project revenue between sub-contractors, planning, down to some ethical decisions, the book covers them all. If you want to become a well known speaker, writer or well know industry expert, this book discusses the tactics to get there. The one thing this book does not do, is tell you it is easy. To achieve these goals, takes dedication and persistence even during the tough times. What do you do when you are down to your last few dollars? Sell the furniture? No, there are even tactics to deal with this situation. I would recommend this book to all consultants and sales people. The consultants will get the most out of the book, and the sales people will learn a lot about relationship selling that is sadly lacking in most of the sales people I know.

Excellent book on change management consulting, 29 Apr 2008
One word of warning: The author has a very defined idea of what a consultants do - they help clients implement change. Some of my work fits this description and some doesn't - many of my friends call themselves consultants but neither they nor their clients would regard managing change as fundamental to their assignments.

All of which is a long winded way of saying that his book might not be for you. However, if you do see yourself as someone who helps others manage change then the framework in this book is excellent - I've been recommending it to friends for years. I ever know of an in-house "HR Business Partner" who bases her relationships with her in-house "clients" on the framework.

If, however, you are looking for a book on how to set up and survive as a consultant in the broader sense of the word I'd strongly recommend Mike Johnson's Smarter Consulting - the title is misleading but the content excellent. Excellent book on change management consulting


excellent framework, 30 Sep 2005
well written, easy to understand, and straight to the point, fits the missing pieces of the consulting framework

The Lieutenant Columbo Approach, 05 Nov 2008
Service excellence comes in many shapes and forms. The essence of the service concept is a relationship with the customer that goes above and beyond their expectations or the market norm. David Maister has introduced the nuts and bolts of building such a relationship in The Trusted Advisor.
He looks at the concept of getting closer to customers from an interpersonal point of view as well as a highly practical point of view.
His strength is in bringing to life concepts that could be handled clumsily in a very easy and relevant read.
My particular favourite is chapter 17, the Lieutenant Columbo Approach. Whilst time goes by and many are not familiar with this icon of American television, for those of us that grew up with Columbo, his less than immaculate dress sense, remnants of a cigar and slightly tilted gestures there is an unmistakable empathy with Maister's presentation of the character's genius. Columbo effectively made the bad guy trip himself up with a seemingly naive curiosity in his questioning style, lulling the alleged criminal into a state of openness; an honesty that would eventually prove to be their downfall.
Without doubt, a fantastic read and 'how-to' book on getting close to your most important focal point, your customers, and turning the relationship from transactional into transformational, from merely being a 'supplier' to a trusted advisor.
It remains a 'best-seller' amongst our customers who consistently rate it as one of their favourites.

Good stuff, 14 Jan 2008
This book covers the subject at a theoretical level, but also complements that with checklists of things to do/not do(thoughtfully repeated together in an Appendix). The examples drawn from the authors' own experience are also more relevant and substantial than is often the case. This is a book that won't just be useful once, but which will bear referring to again and again.

Valuable Tips and Insights, 08 Feb 2007
The key theme for the book, the Trust Equation is actually in the middle of the book. The first part of the book leads up to it by framing the issue of trust and what a trusted adviser is. The second part, starting with the Trust Equation gives some structure to the challenge of building trust whilst the third part is all about putting trust to work.

It contain loads of tips and ideas to help anyone who needs or wants to become a "trusted adviser" and it will be of particular interest to lawyers, accountants, account managers, consultants, tax advisers, business coaches etc. -- anyone in a long term relationship with a client.

A really good book -- but I didn't actually finish it, partly because I had got enough out of it, and also partly because the format seemed a bit repetetive. Well worth the money spent though!

Clear directions on creating trust, 07 Jun 2006
Being trusted by their clients separates successful advisors and consultants from the corporate consigliores. But how does a qualified advisor become trusted? Authors David H. Maister, Charles H. Green and Robert M. Galford provide methods you can use to reach the inner circle. They break trust into its component parts and reassemble those pieces into a viable, practical model, complete with suggested conversations. That may sound a little robotic, but with practice, an advisor can make the transition from outside technician to habitué of the inner sanctum. This readable book includes a useful appendix and a list of quick references. We recommend it to consultants and professional service providers. We trust you'll know what to do with it.

A good book for business employees/consultants, 03 Jun 2003
The Trusted Advisor was on a recommended reading list for the ISEB exam in IS Consultancy. I brought this book to help me with my studies, but have also found it very useful in everyday life. It reopens your eyes into how you should conduct yourself every day to gain peoples / customers trust. Each section has a set of bullet points relating to it for easy reference. The content would work for business employees and consultants.

Terrible advice offered in a painfully drab way, 13 Aug 2008
Well, I can't for the life of me see how this has score so highly with other reviewers; I guess I just don't "get" it.
I purchased the audio CD version and suffered the entire set in the clinging hope it would offer some useful advice or justify its existance in some way, but it failed utterly. The reading is in a dire monotone and the content is infuriating.
Have you ever worked at an organisation and been frustrated, angered even by the way corporate politics prevent anything from getting done and turn the feeling into one of despair? Would you like to contribute to promoting such an atmosphere? If so, then Flawless Consulting is for you. If you consider yourself as someone who would rather get the job done than have your say to the detriment of the project, then I can't think of a worse manual.

Effective, Ethical Consulting That Is Good for Everyone!, 28 May 2004
I liked this book very much, because it focuses on the style of consulting I like to do -- increasing the capacity of the client to find and implement her/his own solutions. What especially impressed me was the great care placed on how to establish the relationship with the client, as well as defining the assignment. Consultants love to define assignments, but often don't give much thought to the relationship. The emphasis should be just the opposite.

The book is nicely balanced between the needs of those who supply internal consulting (whether formally, or as staff resources) and external consultants and experts. I have played both roles, and each one teaches you something you need to know in order to be a better consultant. This is the only book on consulting that I have read that captures both perspectives and roles well.

A great strength of the book is that there are extensive examples of the same issue so that you can get a good perspective, even if you don't yet have much experience as a consultant. So it is a terrific book for those who are new to consulting.

For those of us who have a few decades of consulting experience, there is still a lot to learn. I was especially helped by the extensive list of ways to diagnose what may be going wrong when the client asks questions or is inactive. I was helped even more by many ingenious responses to those situations that had never occurred to me.

This is a principled book, one that considers the needs of the client and the consultant in a fair and even-handed way. It also gives you the perspective you need to apply those principles.

I heartily agree with the emphasis on getting as much relevant client involvement as possible, to improve commitment, understanding, relationships, and the ability to implement later on.

The next time I run into a potential snag in a consulting relationship, I intend to check my thinking with this wonderful guide. I suggest you do the same. You'll need to have a copy around, so plan to buy one on Amazon.com.

For those fans of The McKinsey Way, you should read this book, too. It will facilitate your career in much more valuable and signficant ways.

Reassuring AND challenging, 02 Dec 2003
The best guide to consulting I have read. Peter Block writes in plain English; the layout is uncluttered and easy to navigate. But perhaps the most powerful quality is his openness in sharing tales of projects that didn't go smoothly. It's reassuring when he describes good approaches and you realise you are doing those right; it's challenging when he describes less successful behaviour and you recognise some of those too!

Hands down the best book on consulting I ever bought!!!, 20 Aug 1999
Peter Block covers the intangibles of consulting: the politics, communications and the obstacles that derail the consultant/client relationship. This book is a MUST read, not only for consultants, but for anyone that works in or around companies that have politics, or bureaucracy, or people. That should cover just about all of us. This book helped me because it covered so much more then the business techniques of consulting, hey I'm a business consultant after all. Flawless Consulting helps you master communication and contracting gaffs, to understand why after much good advice the customer still does the wrong thing, and most importantly how your success can be assured despite those kind of issues.

Fantastic help for anyone who provides expertise or advice, 29 Oct 1998
I think everyone should read this book. Even if you don't think you're a consultant - you are one. You probably try to get your services used inside a company.

Block has a real insight into how the dynamics of consultancy work. I read it before I dealt with my first external client and it saved me from what would have otherwise been less than flawless consulting! As it was, it turned into a great success.

I'll be rereading it regularly.

Paint by numbers consulting , 22 Jun 2008
I purchased Mike's book because like many I'm stepping out into the world of consulting my own. I wasn't sure what to expect but I was pleasantly surprised, I found the book not only insightful but very practical and it dealt with many issues that I felt (before reading the book) were not major. It made me really think about my reasons for going it alone and question was this a good option for me, it does not sugar coat the reality's of self employment which is one of the key strengths of the book.

Misleading title but great book, 29 Apr 2008
If you want to know what the book is about make sure you read the subtitle "How to start up and succeed as an independent consultant" - the title makes no sense to me as it a not a book about consulting - it is about being a consultant.

That might sound like splitting hairs but the book rightly treats you with enough respect to assume that you know what you are doing when you are with a client. This is about what to do for the majority of your time when it's just you in the office in the attic/cellar or at the bottom of the garden. As such it should be compulsory reading before opening a business bank account, putting "associates" after your name and getting a website.

The author has been a consultant for more than twenty years and sounds like he's learned a thing or two along the way. They style is light and fun and will help you (a) decide if going alone is the thing for you and (b) help you make it work if you do.

I can think of two friends who would either still be in business today - or would have avoided a lot of stress and heartache from the start - if they'd read this book. If you are even thinking about starting up as an independent - of if you are deciding whether to keep persevering with it once the initial few contracts dry up this book is brilliant.


Excellent advice for all independents and freelancers, 21 Nov 2007
I can't recommend it enough to anyone thinking about leaving the security of the corporate world and going it alone as an independent consultant or freelancer. I read the author's first book on this subject a couple of years ago and found this new version by chance when looking for a copy of the old one for a friend. Interestingly, I couldn't find the fact that this book had previously been published with a different title anywhere in the blurb or on the cover, so if you've already got The Independent Consultant's Survival Guide (no longer available) then be aware that this book is about 2/3rds the same. That said, the new version is about 30% bigger and has three new chapters, and a supporting website so I bought a copy for myself as well my friend and it was worth it.

How good is it? Well I took a lot of his advice when I read the last book two years ago and I'm still in business and not even thinking of going back "in house". First off, the book is an easy read but not in a lightweight way - it is packed full of useful tips and hard advice. That's one of the things I like about it - it's not full of "anyone can do it - live your dream" encouragement - it tells you the hard bits and forces you to ask if you're really cut out for life outside the organization. It points out that the life of a self employed consultant is fantastic fun and very rewarding but also hard work at times. One of the hardest bits for anyone who has never been in a sales role before is learning how to sell yourself and set your fees - this book is worth the price for these sections alone. If you're serious about trying to go it alone - or if you have and you're thinking about going back inside - read this book and take his advice - and good luck.


Practical and entertaining, 12 Nov 2007
The book is both practical and entertaining. I have been an independent consultant for many years, but I discovered some useful tips that I can use. And the book is fun to read - lots of amusing anecdotes that make Smarter Consulting an interesting read.

The guide to independence, 11 Nov 2007
Mike Johnson's Smarter Consulting guide tells it like it is. Very good advice on both the practical and the emotional journey to professional independence. The author speaks from experience - both his own and those of his many friends and professional colleagues - which makes this "manual" so credible and useful.

A very practical book on getting started, 18 Mar 2006
This book is a genuinely good piece of authoritative literature on the subject of consulting.

Even when I wasn't actually consulting it was a great field-book on how to work with clients as an independent contractor. When I started consulting it was initially my "bible" and I still use the approaches 10 years on.

I'll warn you though that you may find that you don't initially agree with everything in the book because AW's approach can be a bit daunting at times if you're not yet at the level he's talking about .. but then, that probably means you're not yet ready to get started in consulting.

All the same give it a good read, and if you find it useful you too will be raving about it many years on when you're a success. If not, you can always return it and write your review too!

Been there, done it....valued the book, 07 Sep 2005
I have been running a consulting business for 4 years now, and amoungst the many books I read on start up and since this has been the most useful and supportive. Having got it out from the library (preserving funds at the early stage), I then bought the latest edition of the book, have given it as a present to a freind who was starting up and used it on and off for the last 4 years.
I would recommend this as your first port of call if starting up.

Excellent preparation for successful consulting., 28 Aug 2005
If I could apply much of the content of this book then I would be a brilliant consultant. The writer's style and advice is approachable and practical and it covers everything critical most thoroughly. Apply this book to consulting and I would doubt you would be anything but very successful.

Essential reading for the budding consultant!, 29 Jul 2002
I purchased this book after the excelent Million Dollar Consulting, with a view to setting up my own firm and I must say that the book has proved to be invaluable!
Alan Weiss' conversational writing style makes his books easy to read. He has the knack of making the daunting seem realistic and achievable, due to the systematic nature with which he breaks down the process of setting up your own practice.

Every few pages contain conversations with other consulting firms about what they have learned since setting up their own businesses and what they would do differently next time. These insights can cut years off your learning curve!

There is also excellent advice on how to go about raising your profile via keynote speeches, writing articles, and many other hints and tips to add value to your services.

One key point he makes is that of not charging per diem or hourly and the concept of charging project fees basaed on value outcomes to the client. This can help you to make considerably more money and differentiate yourself from the myriad of consultants offering commodity services and charging hourly or daily rates.

Finally, the appendices offer invaluable advice ranging from the content of your brochure and office essentials to the various trade organisations you can liaise with to network.
Definately a book to keep referring to!

A book all consultants or aspiring consultants should read, 03 Apr 2001
I obtained this book from my local library and made a few notes as I was reading through it. This worked well until I reached the chapter "Closing the Sale" which incorporates the "Nine Steps of Great Proposals"; I then realised that I would want to refer back to this time and time again so I logged straight on to Amazon to order my own copy.

The title understates the usefulness of this book by including "Getting started in." ALL consultants of whatever level of experience are certain to find something in this book which digs them in the ribs and says "you really aren't getting the most out of your work, are you ?"

Very few of us aspire to the levels of success that Alan Weiss achieves but he gave me the confidence to believe that I can achieve considerably more than before I took the book off the shelf.

My only caveat is that there are some elements in which the U.S. origin reduces the value because the organisations listed are US-based, however a little research should identify UK equivalents for many of them.

Worth the money in the first few pages, 09 Apr 2008
I have been a management consultant for about 8 years, and running my own practice for six. Generally, I find 'growing your small business' books too general and based on retail or manufacturing models. By contrast, this book is really excellent - the author knows what it is to be a consultant, and in the first few chapters has already given me enough good ideas to consider the price of the book, and the time spent reading it, well worth it. I recommend it for experienced consultants and those running a consultancy team or company. It says it is also aimed at start-ups, but to be honest, I think it is a bit scary if you've never been a consultant before, and doesn't have enough detail on the basics for those just starting out. A really good buy.

Straight talking ..., 18 Mar 2006
The thing about this book is that it'll either "do it for you or it won't". There's no middle ground.

It'll probably do it for you if you're ready to take a "different" approach to consulting and implement some strategies you might not have tried in the past and are not too familiar with.

A part of you will read it and think it's not "do-able" and just forget it. Another part of you will feel challenged by the suggestions ... however, trust me on this. If you do actually use ANY the approaches as stated, you WILL stand head and shoulders above your colleagues.

But be warned, this stuff takes guts!

Essential Help for Consultants New and Old, 19 Jan 2006
I found this book by chance, looking for help on how to improve my consultancy business. Regardless of whether you have been providing consultancy services for some time or are new to the business you will find this book very useful. Alan's writing style makes the book easy to read and it is full of great information on how to build a successful consultancy business. I found his approach to proposals and fees very useful and have since bought other books such as "How to Write a Proposal That's Accepted Everytime" and "Value-Based Fees"

I would recommend this book to any consultant that is stuck doing the same thing year in year out. It makes you think about the value of what yo