Charles H. Green

Charles H. Green, (born 1950) is an American author and business educator best known for co-writing The Trusted Advisor with David Maister and Robert Galford.

Biography

Green was born in Ithaca, NY and attended Columbia University, graduating in 1972 with a BA in philosophy, and Harvard, from which he graduated in 1976 with an MBA. From 1976 to 1995 he worked with the MAC Group and its successor, Gemini Consulting, where his roles included strategy consulting (in Europe and the United States), VP HR, and VP Strategic Planning. In 1996 he became an independent consultant and the founder of Trusted Advisor Associates. He has been a best selling business author since 2000. Green lives in Morristown, New Jersey and works as a speaker and educator on trust-related issues in business. Green characterizes his work as bridging the cultural gap between high-end corporate strategy and the simple profundity of Dale Carnegie.

Publications

Books

• The Trusted Advisor, with David Maister and Rob Galford, Free Press, 2000, ISBN

0-7432-1234-7, makes the case that the best way to be successful in business is to win the trust of one’s clients and customers. The book has been translated into Arabic, Dutch, Finnish and Russian.

• Trust Based Selling McGraw-Hill, 2005, ISBN 0-07-146194-9, discussed how to win that trust in a sales context.

Select Articles And Reviews

• Business To Business Online, "The Trust Factor", Feb 13, 2006.
• American Lawyer "Management: Selling by Doing", Feb 2006 Print Edition
• Rain Today Contributing Editor Articles Archive
• The CPA Journal, January 2001 "Book Review: The Trusted Advisor"
• WebCPA "Book Review: Trust Based Selling"
• Go-To-Market Strategies "Trust"
• American Lawyer, Print Edition "Selling By Doing"
• Management Consulting News "Should Clients Trust Your Sales Pitch?"
• Managment Consulting News "Meet the MasterMinds: Charles Green on Who and Why Clients Trust"]
• Financial Managment Network Video Interview "Trust-based Selling: How to Change ‘Sell’ into ‘Help'"
• CPA Journal “When Clients Don’t Buy What a CPA Firm is Selling"
• Commercial Lending Review
• Harvard Business Review, print, “How CEOs Use Top Management Commitees”, co-authored with Richard F. Vancil, January-February 1984, HBR reprint no. 84118
• Business Horizons, print, May/June 1985, no. 85302, “Legal Horizons: Building a Strong Legal Strategy”, co-authored with Frederick D. Sturdivant
• Article, Directorship Magazine, print, “Directors: How to Become Management’s Trusted Advisor”, co-authored with David Maister and Robert Galford, October 2000, Vol. XXVI, No. 9
• C2M, Consulting to Management, print, Vol. 11, Number 3, December 2000, “What is a Trusted Advisor”, co-authored with Maister, Galford
• C2M, Consulting to Management, print, “Create Trust, Gain a Client”, June 2006, Volume 17, No. 2, p. 27-29

External links

• Official Site: http://trustedadvisor.com
• Home Blog: Trust Matters
• Huffington Post: Author Archive
• Articles by Charles H. Green can be found here.

[[Category:Harvard Business School alumni]