Andrew's Blog

The Business of Relationships

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July 18, 2014

Eight Reasons Why You Lose Clients – And What To Do About It (Part I)

The playwright Oscar Wilde defined a gentleman as someone who “is never unintentionally rude.” Likewise, you never want to have a good client relationship end unintentionally and without a sound reason. Unfortunately, relationships often avoidably come to an end. Clients usually just... Read now

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June 25, 2014

The Beatles Principles: Lessons in Innovation and Client Loyalty from the Most Successful Band in History

The Beatles sold over one billion records and forever changed the face of pop music. As a team, they were able to create a whole that was greater than the sum of the parts. Together, they composed better music than they... Read now

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June 20, 2014

Specialists Do Better Than Generalists. But Deep Generalists Do Even Better.

The new wisdom is: Become a visible expert in a niche. If you do you’ll command high fees and be sought after. You’ll get noticed. You’ll out-compete generalists. All true. But even more true is this: Add some breadth to... Read now

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June 13, 2014

The Importance of Breakthrough Moments in Relationships

Regardless of what stage you’ve reached in a client relationship, you need to look for and seize what I call breakthrough moments. In examining the careers of great professionals, I have found there are always notable moments when they perform... Read now

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June 5, 2014

Why Having A Great Brand Can Lead You to Fail in Sales

So you have a strong brand. Congratulations. You walk into a prospective client’s office feeling confident and self-assured. You bask in the trust and respect that a good brand confers. But wait—this particular meeting may not be the bowl of... Read now

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May 29, 2014

Five Things You Should never say to a military serviceman or servicewoman

Monday was Memorial Day, which is a day of remembrance for those who have died while serving in the armed forces. It has also become a day to express gratitude to everyone who is serving or has served in the... Read now

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May 22, 2014

Are you part of your clients’ growth and profits? Or an expense to be managed?

Meet Ellen and Peter. They are both partners with large, well-known public accounting firms. They both went to good schools. They each have years of experience in auditing the financial statements of Fortune-500 companies. Consummate professionals. But that’s where the... Read now

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May 16, 2014

Eight Client Listening Strategies You Can Implement Today

Many executives tell me, “Of course we listen to our clients—we see them every week!” But those day-to-day interactions, while important, do not yield the kinds of in-depth information and feedback you need about your clients’ evolving needs and their... Read now

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May 14, 2014

How To Ask Powerful Questions

I was having breakfast one morning with the CEO of a large professional firm. He was stepping down after nearly 10 years in the role. He had a busy morning coming up, and after we had chatted for a while,... Read now

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May 8, 2014

12 Common Business Development Mistakes You Cannot Afford To Make

The other day a client called me for advice about an important sale he was involved with. His firm was making its final presentation that very week. I did my best, but the problem was that he and his team... Read now

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Andrew Sobel

I help companies and individuals build clients for life
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