Andrew's Blog

The Business of Relationships

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April 17, 2014

The Secret to Turning Every Prospect into a Paying Client

One of my clients wanted to do business with a major prospect. It was an important company which would be seen as a valuable, marquis client. The company told my client point-blank, “We’re not going to do business with you.

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April 15, 2014

Does Money Make You Collaborate?

I once had a client whose leadership constantly talked about teamwork. They wanted professionals from disparate areas of the organization to work together in unison in the service of their customer base. They even installed monetary incentives for better “Teaming.”

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April 11, 2014

Seven Ways to Connect With Someone Older Than You

It’s not uncommon to find yourself working with a client who is quite a bit older than you. You might be a 35 year-old woman, for example, who needs to build a relationship with a 60 year-old chief financial officer

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April 8, 2014

The Final and Most Important Step in any Relationship

In December, my father went to bed and did not get back out. He was 96—about to turn 97. He was in fairly good health and of sound mind. No, better than that: His mind was still razor sharp. He

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April 4, 2014

From Impossible to Loyal: Seven Types of Difficult Clients and How to Win Them Over

Early in my consulting career I had a client who slowly became downright abusive. When we first met he was relaxed, confident, professional, and even charming. But underneath that veneer he was a mean-spirited tyrant. As time passed, he became

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April 1, 2014

This Move Can Transform a Client Relationship

On November 26, 2008, Citigroup executive James Bardrick was having dinner with the CEO of a major client at the Royal Oberoi Hotel in Mumbai, India. At the time, Bardrick, an old client of mine, was one of the heads

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March 28, 2014

The Seven Deadly Sins of Client Advisors

Executives tell me it’s not easy to find an advisor with the right balance of experience, expertise, relationship skills, and client orientation. That’s not surprising. It’s a difficult role to pull off well. There are also lots of bad habits

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March 25, 2014

Should You Trust First Impressions?

A large body of research shows that when we meet someone for the first time, we make judgments about their trustworthiness and competence in a fraction of a second. We do this based on a variety of clues, including physical

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March 20, 2014

The Ten Habits of Terrible Listeners

You’re probably not as good a listener as you think you are. In fact, most people are poor listeners. What’s worse, as we get older and more experienced, it actually gets harder to listen. In any area you may work

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March 18, 2014

Follow the Person, Not the Position

A client of mine was promoted to a very senior position in a large, Fortune-100 company. She had been the deputy in her area, and was now at the top. She told me that the day her promotion was announced

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Andrew Sobel

I help companies and individuals build clients for life
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