All For One 10 Strategies for Building Trusted Client Partnerships

by Sobel, Andrew

• ISBN13: 9780470380284
• ISBN10: 0470380284
• Edition: 1st
• Format: Hardcover
• Copyright: 2009-04-20
• Publisher: Wiley

Summary

Corporate clients are demanding more value from their external advisors, and consolidating their business around a smaller number of firms. These trends are forcing a variety of service providers-from consulting firms to large banks-to confront a series of difficult challenges: "How do we create an 'all-for-one, one for all' culture in which the whole is greater than the sum-of-the-parts and we succeed in leveraging our global network to deliver value to clients?" "How do we mobilize the right people, resources, and ideas-across a multitude of organizational and geographic boundaries-into each and every client relationship?" "How do we evolve from a trusted advisor to a trusted partner and build multi-year, institutional relationships?All For One answers these questions with an innovative and comprehensive model for developing enduring, institutional client relationships-what Andrew Sobel refers to as Level 6 Trusted Client Partnerships. It offers readers ten specific strategies that are thoroughly supported by case studies, best practices from leading firms, and implementation tools. The individual professional is principally responsible for five of these strategies, while the firm-the institution-must support and drive the other five. When you successfully execute against all ten of these building blocks, you develop long-term, professional-client partnerships that provide great value to the client and high levels of personal satisfaction and profitability for the service provider.Andrew Sobel is a leading authority on the skills and strategies for building enduring client relationships. He is the author of Making Rain and 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.

Author Biography

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.

Table of Contents

Introduction: Transforming Your Client Relationships	p. 1
A Road Map for Building Trusted Client Partnerships
Reaching Level 6: Trusted Client Partner	p. 13
Employing 10 Integrated Strategies	p. 25
The Five Individual Strategies
Strategy 1: Becoming an Agenda Setter	p. 35
Strategy 2: Developing Relationship Capital	p. 59
Strategy 3: Engaging New Clients	p. 85
Strategy 4: Institutionalizing Client Relationships	p. 111
Strategy 5: Adding Multiple Layers of Value	p. 131
The Five Institutional Strategies
Strategy 6: Targeting the Right Clients	p. 161
Strategy 7: Building a Client Leadership Pipeline	p. 173
Strategy 8: Promoting Collaboration	p. 199
Strategy 9: Listening to Clients	p. 237
Strategy 10: Creating a Unique Client Experience	p. 247
Frequently Asked Questions and Conclusion
Answers to the Most Commonly Asked Questions about Building Client Relationships	p. 267
Conclusion	p. 295
Index	p. 299
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