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9780471264590

Making Rain The Secrets of Building Lifelong Client Loyalty

by
  • ISBN13:

    9780471264590

  • ISBN10:

    0471264598

  • Edition: 1st
  • Format: Hardcover
  • Copyright: 2003-01-31
  • Publisher: Wiley

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Summary

Professionals who work with clients or large accounts can create lifetimerelationships based on these well-researched secrets. Based drawing fromextensive interviews with client executives, Making Rain offers a series of provocative insights on how to shed the expert-for-hire label and developlong-term advisory relationships. Exploding the popular myth of the "Rainmaker," a dated and dysfunctional figure that clients no longer welcome, Andrew Sobel argues that any professional can learn to "make rain" on an ongoing basis with existing clients by developing a special set of skills, attitudes, and strategies. These innovative tips and techniques from a recognized leader in the field of professional services will enable any consultant, salesperson, or service professional to create enduring client loyalty.

Author Biography

ANDREW SOBEL is a leading authority on the skills and strategies required to build enduring client relationships. A noted business strategist and popular speaker, his clients have included such prominent companies as Citigroup, Cox Communications, Fulbright & Jaworski, Booz Allen Hamilton, and Hewitt Associates. He is coauthor of the acclaimed book Clients for Life, as well as dozens of articles on relationship building and loyalty. Formerly a senior vice president of one of the world’s largest management consulting firms, he is now President of Andrew Sobel Advisors, a strategy consulting and professional development firm. He earned his BA at Middlebury College and holds an MBA from Dartmouth’s Tuck School of Business.

Table of Contents

Introduction: Learning to Make Rain All the Time.
PART I: BREAKING THROUGH AS AN EXPERT.
The Loyalty Equation: Three Factors That Determine Your Client's Loyalty.
The Attributes of Extraordinary Advisors.
Breakthrough Strategies for Experts.
Building

Supplemental Materials

What is included with this book?

The New copy of this book will include any supplemental materials advertised. Please check the title of the book to determine if it should include any access cards, study guides, lab manuals, CDs, etc.

The Used, Rental and eBook copies of this book are not guaranteed to include any supplemental materials. Typically, only the book itself is included. This is true even if the title states it includes any access cards, study guides, lab manuals, CDs, etc.

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