It Starts With Clients: Your 100-Day Plan to Build Lifelong Relationships and Revenue

by Andrew Sobel

Overview

World-renowned client relationship authority shows you how to dramatically grow your business by mastering fourteen critical client development challenges

Andrew Sobel, author of the international bestsellers Clients for Life and Power Questions, offers a proven,100-day plan for conquering 14 tough client development challenges and growing your client base in any market conditions. He’s encapsulated 25 years of unique research, including personal interviews with over 8000 top executives and successful rainmakers, into a practical roadmap for winning more new clients and growing your existing relationships.

You’ll learn specific strategies to move confidently and predictably from a first meeting to a signed contract, and discover the agenda-setting techniques that create a steady stream of sole-source business. You’ll master the art of reframing client requests, leading to broader, higher-impact engagements. You’ll dramatically sharpen your ability to ask the powerful questions that can transform your client relationships. And, you’ll learn to develop advisory relationships with influential C-suite executives. Andrew illustrates each weekly challenge with real-life examples drawn from thousands of executive meetings. He shares success strategies from having grown and led three highly successful professional service businesses.

Andrew has taught these strategies to over 50,000 professionals around the world, and they’re now available to you in this highly readable, portable masterclass. Whether you are early in your career and need a comprehensive guide to grow your client base from the ground up or are a seasoned practitioner who wants to accelerate your business growth, It Starts With Clients will take you to the next level.

Product Details

ISBN-13:	9781119619109
Publisher:	Wiley
Publication date:	03/31/2020
Pages:	256
Sales rank:	1,181,950
Product dimensions:	5.40(w) x 8.60(h) x 1.00(d)

About the Author

ANDREW SOBEL is the author of nine acclaimed books including the international bestsellers Clients for Life and Power Questions. His work frequently appears in major publications such as The New York Times and the Harvard Business Review. His firm, Andrew Sobel Advisors, has attracted over 150 of the world's leading companies as clients, including Citigroup, Cognizant, Booz Allen Hamilton, Ernst & Young, Bain, and Grant Thornton. A former senior vice president and country chief executive for Gemini Consulting, he earned his MBA at Dartmouth's Tuck School.

Table of Contents

Day 1 The Star of Your Show 1

Week 1 Choose Your Target 11

Week 2 Get Recognized 21

Week 3 Find Your Clients 37

Week 4 Master the First Meeting 51

Week 5 From Contact to Contract 73

Week 6 Free Up a Stuck Sale 91

Week 7 Anticipate and Agenda Set 111

Week 8 Reframe for Maximum Impact 123

Week 9 Grow Your Relationships: The 10-Minute Plan 139

Week 10 Use Power Questions 157

Week 11 Be a Brilliant Big-Picture Thinker 173

Week 12 Get Clients to Root for You 189

Week 13 Build Senior Executive Relationships 201

Week 14 Become an Irresistible Person of Interest 217

Day 100 Keep Your Clients for Life 229

About the Author 237