Professionals who work with clients or large accounts can create lifetime relationships based on these well-researched secrets. Based drawing from extensive interviews with client executives, Making Rain offers a series of provocative insights on how to shed the expert-for-hire label and develop long-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.
قائمة المحتويات
Introduction: Learning to Make Rain All of the Time.
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?
PART II: MOVING INTO THE INNER CIRCLE.
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?
PART III: SUSTAINING RELATIONSHIPS YEAR AFTER YEAR.
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?
PART V: GETTING STARTED: A SELF-ASSESSMENT.
Do You Have the Ability to Make Rain? Two Assessment Tools for
Individuals and Organizations.
A Pantheon of Client Advisors.
Notes.
Index.
عن المؤلف
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.
المزيد من الكتب الإلكترونية من نفس المؤلف (المؤلفين) / محرر
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