In "The Trusted Advisor," David H. Maister explores the inherent challenges faced when building trust in professional relationships. One key aspect he emphasizes is the resistance that often arises when advisors seek to guide clients or organizations. This resistance can stem from skepticism about motives, fear of change, or past experiences that lead to distrust, making it crucial for advisors to navigate these dynamics carefully.

Maister suggests that the most significant resistance is likely encountered in scenarios where advisors push for recommendations that challenge the status quo or require the client to confront uncomfortable truths. To effectively manage this resistance, it is essential for trusted advisors to cultivate strong relationships, demonstrate genuine empathy, and communicate with clarity, thereby fostering an environment conducive to change and openness.