Making Rain
The Secrets of Building Lifelong Client Loyalty
Résumé
"An entertaining and practical guide to building
lifelong client loyalty, Making Rain is profoundly
insightful as well as motivating. A must-read for all
professionals who aspire to distance themselves from their
competitors by growing client relationships that are
stronger, deeper, and more valuable-for them and for their
clients."
-Dale Gifford, Chief Executive, Hewitt
Associates
"Few understand the advice business like Andrew Sobel,
and his well-written book, Making Rain, is overflowing with
insight and sage advice on how to create value for clients
and earn their enduring loyalty."
-Jim Robbins, Chief Executive, Cox
Communications
"This is a book that is both fascinating and fun.
Brilliantly written, meticulous in detail, and penetrating
in analysis-anyone who wants to master the art of being a
professional advisor will benefit from it."
-Sir Brian Pitman, Senior Advisor to Morgan Stanley and
former chairman, Lloyds TSB Group
"In a world where managers seem to churn over more
frequently than inventories, Andrew Sobel's new book,
Making Rain, is a welcome respite, a savvy guide to lasting
client and customer relationships."
-Stan Davis, author, It's Alive and Blur
"Making Rain appeals to everyone in business, not just
in professional services. Andrew Sobel highlights how the
interaction of relationships, longevity of trust,
innovative ideas, and expertise combine to produce results
and long-term loyalty. An excellent read that is full of
insights."
-Sir Win Bischoff, Chairman, Citigroup Europe
"In Making Rain, Andrew Sobel demonstrates a deep
understanding of how resilient client relationships are
formed and why some professionals are pulled in closer and
closer by their clients while others, just as skilled
technically, do not establish such relationships. His
description of the attributes of extraordinary advisors is
a must-read for leaders of professional services
firms."
-Steven B. Pfeiffer, Chairman, Fulbright & Jaworski
LLP
Contents
PART I: Breaking Through as an Expert- The Loyalty Equation: Three Factors That Determine Your Client's Loyalty
- Are You an Extraordinary Advisor?
- Breakthrough Strategies for Experts
- Building Trust in the First Ten Minutes
- More Important than Your 401(k): Building Your Relationship Capital
- Benjamin Franklin's Secret Weapon
- Why a Client Might Like You
- The Myth of Meeting Client Expectations
- Leonardo da Vinci: Why Lutes and Madonnas Matter
- Finding the Hidden Creases: Influencing Your Clients
- Part One Summary: Are You Breaking Through as an Expert?
- I Love My Guru...and Other Client Pitfalls
- The Relationship Masters
- The Doubting Mind
- The Deep Generalist and the Branded Expert
- How to Identify Client Needs
- The Power of Size: Developing Large, Multi-Year Client Relationships
- The Right Foot: Four Ways to Start a Relationship and Position It for the Long Term
- Five Ways to Grow Your Client Relationships
- Are Clients Meeting Your Expectations?
- Part Two Summary: Are You Moving into the Inner Circle?
- Sustaining and Multiplying
- Merlin: Working a Little Magic with Your Clients
- Five Steps to New Business with Old Clients
- The Rothschild Bankers: The Power of Unique Capabilities
- Cultivating the Attitude of Independent Wealth
- Managing Client Relationships during Uncertain Times
- Developing Relationships with Foreign Clients: Try Not to Commit These Gaffes
- Becoming a Firm That Makes Rain: How Great Organizations Build Clients for Life
- Part Three Summary: Are You Sustaining Your Relationships Year after Year?
- Do You Have the Ability to Make Rain?
Two Assessment Tools for Individuals and Organizations
A Pantheon of Client Advisors
L'auteur - Andrew C. Sobel
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.
Caractéristiques techniques
| PAPIER | |
| Éditeur(s) | Wiley |
| Auteur(s) | Andrew C. Sobel |
| Parution | 20/03/2003 |
| Nb. de pages | 256 |
| Format | 16 x 23,7 |
| Couverture | Relié |
| Poids | 480g |
| Intérieur | Noir et Blanc |
| EAN13 | 9780471264590 |
| ISBN13 | 978-0-471-26459-0 |
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