The executives of today are highly sophisticated, educated and informed buyers who select advisers from increasingly competitive service industries. More than five million professionals in such fields as management consulting, law, banking, advertising, finance, and accounting have replaced the clergyman and the philosopher who once counseled society's leaders. Collectively, these professionals comprise an industry with over $500 billion in annual revenue. Nonetheless, just at a time when the industry is experiencing its greatest growth ever, and its professionals are striving to become long-term trusted advisers, many clients are dissatisfied with the quality of advice they receive and with the attitudes of those who offer it.

Sheth and Sobel outline a proven set of skills and attributes that tap into the essence of what it takes to become an extraordinary adviser and consistently provide value. They detail how professionals must perform in order to have more collaborative client relationships and what it takes to be treated like a respected professional instead of like a vendor. They present guidelines for competing on value added rather than on price. And, they offer advice on how advisers can differentiate themselves from other professionals in their fields. Featuring interviews with leading CEOs, and vignettes of such historical counselors as Aristotle, Machiavelli, and Harry Hopkins, they clearly illustrate what it takes to move from an expert-for-hire to a trusted, long-term collaborator.

Essentially, creating value for clients comes down to delivering real insight, rather than mere expertise and information, and developing deep, long-term collaborative relationships, rather than just performing tasks. Selfless independence, empathy, becoming a deep generalist, synthesis, judgment, conviction, and integrity are the seven core attributes that will put the business adviser into the "value zone." Although determination and analytical skills are also necessary, the seven key attributes are the ones that make a real difference.

- BusinessBookReview.com. More reviews at: www.siliconindia.com/books