All For One: 10 Strategies for Building Trusted Client Partnerships

All For One: 10 Strategies for Building Trusted Client Partnerships

by Andrew Sobel

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Product Details

ISBN-13: 9780470485347
Publisher: Wiley
Publication date: 04/13/2009
Sold by: Barnes & Noble
Format: NOOK Book
Pages: 320
File size: 1 MB

About the Author

Andrew Sobel is a leading authority on the skills and strategies for building enduring client relationships. He is the author of Making Rain and coauthor of Clients for Life, and his work has appeared in a variety of publications including the New York Times and the Harvard Business Review. As President of Andrew Sobel Advisors, he helps organizations build lifelong client partnerships. His clients range from major public companies to leading professional service firms. A former senior vice president at Gemini Consulting, he earned his MBA at Dartmouth's Tuck School. To learn more or contact Andrew directly, please visit www.AndrewSobel.com.

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Table of Contents

Introduction: Transforming Your Client Relationships 1

PART I A Road Map for Building Trusted Client Partnerships

1 Reaching Level 6: Trusted Client Partner 13

2 Employing 10 Integrated Strategies 25

PART II The Five Individual Strategies

3 Strategy One: Becoming an Agenda Setter 35

4 Strategy Two: Developing Relationship Capital 59

5 Strategy Three: Engaging New Clients 85

6 Strategy Four: Institutionalizing Client Relationships 111

7 Strategy Five: Adding Multiple Layers of Value 131

PART III The Five Institutional Strategies

8 Strategy Six: Targeting the Right Clients 161

9 Strategy Seven: Building a Client Leadership Pipeline 173

10 Strategy Eight: Promoting Collaboration 199

11 Strategy Nine: Listening to Clients 237

12 Strategy Ten: Creating a Unique Client Experience 247

PART IV Frequently Asked Questions and Conclusion

13 Answers to the Most Commonly Asked Questions about Building Client Relationships 267

14 Conclusion 295

Index 299

What People are Saying About This

From the Publisher

All for One is thought provoking and actionable, making it avaluable roadmap for building trust and mutual benefit betweenclients and advisors.
Ralph W. Shrader, Chairman and Chief ExecutiveOfficer, Booz Allen Hamilton

In All for One, Andrew Sobel takes an important, further step indefining great client relationships by eloquently describing how tobuild trusted partnerships.
Sir Winfried Bischoff, Chairman, Citigroup

All for One is a goldmine of best practices. Five years’scrutiny of 50 major service-based relationships—combinedwith the author’s deep expertise on what makes service firmssuccessful—make Andrew Sobel’s guidance accessible,credible, and invaluable.
Edward E. Nusbaum, Chief Executive Officer, GrantThornton LLP

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