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.
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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