All For One (eBook)

10 Strategies for Building Trusted Client Partnerships

Andrew Sobel (Autor)

eBook Download: EPUB

2009 | 1. Auflage
320 Seiten
John Wiley & Sons (Verlag)
9780470485347 (ISBN)

Infos

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.

Autor

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.

Inhalt

Introduction: Transforming Your Client Relationships 1

Part I A Road Map For Building Trusted Client Partnerships

1 Reaching Level 6: Trusted Client Partner 13

2 Employing 10 Integrated Strategies 25

Part II The Five Individual Strategies

3 Strategy One: Becoming an Agenda Setter 35

4 Strategy Two: Developing Relationship Capital 59

5 Strategy Three: Engaging New Clients 85

6 Strategy Four: Institutionalizing Client Relationships 111

7 Strategy Five: Adding Multiple Layers of Value 131

Part III The Five Institutional Strategies

8 Strategy Six: Targeting the Right Clients 161

9 Strategy Seven: Building a Client Leadership Pipeline 173

10 Strategy Eight: Promoting Collaboration 199

11 Strategy Nine: Listening to Clients 237

12 Strategy Ten: Creating a Unique Client Experience 247

Part IV Frequently Asked Questions and Conclusion

13 Answers to the Most Commonly Asked Questions about Building Client Relationships 267

14 Conclusion 295

Index 299

Rezensionen

All for One is thought provoking and actionable, making it a
valuable roadmap for building trust and mutual benefit between
clients and advisors.

--Ralph W. Shrader, Chairman and Chief Executive
Officer, Booz Allen Hamilton

In All for One, Andrew Sobel takes an important, further step in
defining great client relationships by eloquently describing how to
build trusted partnerships.

--Sir Winfried Bischoff, Chairman, Citigroup

All for One is a goldmine of best practices. Five years'
scrutiny of 50 major service-based relationships--combined
with the author's deep expertise on what makes service firms
successful--make Andrew Sobel's guidance accessible,
credible, and invaluable.

--Edward E. Nusbaum, Chief Executive Officer, Grant
Thornton LLP

Produkt-Details

• Erscheint lt. Verlag: 15.4.2009
• Sprache: englisch
• Themenwelt: Wirtschaft ► Betriebswirtschaft / Management
• Schlagworte: Business & Management • Business & Management Special Topics • Kundenbindung • Spezialthemen Wirtschaft u. Management • Wirtschaft u. Management
• ISBN-13: 9780470485347 / 9780470485347