The Relationship Laws that Drive Success
There are powerful but invisible laws that determine whetheryour relationships —with your clients, colleagues, andfriends—will thrive or wither. These relationship laws areever-present. When you align with them, the results are dramatic.Your network will grow rapidly. You’ll be seen by clients asa trusted partner rather than an expense to be managed. Andyou’ll find the people around you eager to help yousucceed.
When you ignore the laws, however, your efforts will falter.Relationship building will seem like very hard work.
Power Relationships gives readers a unique, entertainingguide to relationship success at work and in life. Each of the 26laws is illustrated and explained using a compelling, real-lifestory that shows how to implement it. The second section of thebook presents 16 common relationship challenges with specificsolutions. You’ll read about:
- The top Citigroup executive whose relationship with a CEO waschanged forever on a business trip that exploded into chaos, andhow you can use the same principle to deepen your ownrelationships.
- The philanthropist who, on the verge of being mugged in a darkparking lot, learns how his actions have had an unimaginable rippleeffect across several generations
- How one of the authors flew halfway around the world and usedLaw 18—“Make them curious”—to turn amake-or-break, five-minute meeting with a top executive into along-term relationship.
- The chance encounter on an airplane with a famous actor thatrevealed a simple but profound truth. It’s Law 25:“Build your network before you need it.”
Sobel (author of Clients for Life, All for One,and Power Questions (with Panas)) and Panas (authorof Asking and Supremely SuccessfulSelling) have sold over half a million books and are theleading authorities in their field. PowerRelationships is a unique, road-tested guide torelationship success.
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About the Author
ANDREW SOBEL is the leading authority on clientrelationships and the skills and strategies required to earnenduring client loyalty. Andrew is the coauthor, with Jerold Panas,of the bestselling Power Questions (Wiley) as well as sevenother acclaimed books on building clients for life. He has beenfeatured in the Harvard Business Review, the New YorkTimes, and USA Today. His clients include seniorexecutives at leading companies such as Citigroup, Ernst &Young, Cognizant, and Booz Allen Hamilton.
JEROLD PANAS is the world's leading consultant inphilanthropy and the CEO of Jerold Panas, Linzy & Partners, thelargest consulting firm in the world for advising nonprofitorganizations and foundations on fundraising. Jerry is the authorof fourteen bestselling books on fundraising and nonprofitmanagement. He works directly with CEOs, boards, and developmentprofessionals around the world.
Table of Contents
Download the Free Power Relationships Planning Guide ix
Chapter 1 The Missing Ingredient 1
Chapter 2 Be Audacious 7
Chapter 3 Where Were You? 13
Chapter 4 The Greatest Gift 19
Chapter 5 What’s the Agenda? 25
Chapter 6 The Billionaire and the Minister 31
Chapter 7 Beware of a Cart Pulling a Horse 37
Chapter 8 Found Guilty 43
Chapter 9 Never Steal a Bacon Sandwich 49
Chapter 10 Oops! 57
Chapter 11 Don’t Forget Your Wallet 63
Chapter 12 A Night in the Garbage Bin 69
Chapter 13 Don’t Wait 77
Chapter 14 A Little Help for Your Friends 83
Chapter 15 Make It So 89
Chapter 16 A Puppy Tale 95
Chapter 17 The Carrot and the Stick 103
Chapter 18 Draw Them In 109
Chapter 19 Color Me Pink 115
Chapter 20 Are You Clever or Wise? 121
Chapter 21 For the Sheer Joy of It 127
Chapter 22 A Tale of Two Cities 133
Chapter 23 To Die For 139
Chapter 24 Start an Epidemic 145
Chapter 25 Build It First 151
Chapter 26 A Pebble in a Pond 157
Applying the Laws 163
About the Authors 191