I first discovered David Maister’s books when I was with PwC in the mid-2000s, and being so early in my consulting career, his writing demystified much of language around the firm’s strategy for me. Few understand professional services like Maister, a consultant who has shaped the industry’s thinking. He has written numerous books on how to run firms, including Managing the Professional Service Firm (1993), The Trusted Advisor (2000) (co-authored with Charles H. Green and Robert M. Galford), and Strategy and the Fat Smoker (2008).
Maister has popularised such terms as the Trusted Advisor, and his work emphasises the importance of client relationships, strategic focus, and planning for long-term success over short-term gains. His work has shaped how law firms, consulting practices, and other professional service firms approach leadership, profitability, and client trust; and much of the behaviours being taught are transferable across industries.
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