Andrew's Blog

The Business of Relationships

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December 15, 2014

Itzhak Perlman and James Taylor in 48 Hours

My wife and I had the unusual pleasure of seeing both the great violinist Itzhak Perlman and singer-songwriter James Taylor perform in the space of two days. Their artistry, virtuosity, and passion left me reeling. This is about the two... Read now

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November 16, 2014

The Powerful Tension Between Relationship Virtues and Commercial Virtues

I recently attended a conference where New York Times columnist David Brooks was the keynote speaker. One of the main themes of his speech was the tension between “resume virtues” and “eulogy virtues.” In our success-driven culture, he explained, we strive... Read now

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October 30, 2014

Your Most Powerful Differentiator –The Live Performance

An extraordinary shift has occurred in the music business, and it holds an important lesson for us. Over the last decade, sales of recorded music have steadily declined. This includes all types of music in all formats—CDs, digital downloads, and... Read now

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October 24, 2014

Fair-Weather Friends?

A few weeks ago I interviewed a major British industrialist about “building relationships from the client’s side of the desk.” He had been the CEO of a leading British company for many years, and worked with many outside service providers... Read now

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October 9, 2014

The Wisdom of Maimonides: Relationships With a Transcendent Purpose

At the wedding of a dear friend’s daughter this summer, Rabbi Ira J. Schiffer performed a moving ceremony. Rabbi Schiffer, who is an associate chaplain at Middlebury College, based his talk on Maimonides writings. Maimonides was a medieval Jewish philosopher whose... Read now

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September 19, 2014

The Importance of a Doubting Mind

“I used to work for an old-fashioned rainmaker,” a client of mine once told me. “He had that ‘take-no-prisoners’ approach to sales and customer relationships. His motto was, ‘Sometimes wrong, never in doubt.’” Never in doubt, indeed. It’s one thing... Read now

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September 12, 2014

The Six Levels of Relationships: Where are Yours?

There are six levels of professional relationships that you should be naturally moving your clients through. The first two are pre-client: Level 1: Contact This is the starting point. We meet someone, have a brief conversation, and exchange business cards.... Read now

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September 5, 2014

Your Business Has Only One Purpose—Are You Focused on it?

Peter Drucker had an unparalleled ability to capture the essence of what’s important in management. In 1973, he wrote: “Because the purpose of business is to create and keep a customer, the business enterprise has two–and only two–basic functions: marketing... Read now

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August 27, 2014

The Three Types of Independence You Must Cultivate with Clients

You need to cultivate and exercise three kinds of independence from your clients: Intellectual independence. Sometimes, advisors and service providers forget that one of the reasons they are being employed is to provide independent perspectives. They want to be supportive... Read now

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August 21, 2014

The extraordinary Harry Hopkins–President Roosevelt’s most Trusted Advisor

In January of 1941, President Franklin D. Roosevelt invited Wendell Wilkie, who had lost his own bid for the presidency the year before, to visit him at the White House. Sitting in front of the fireplace in the Oval Office,... Read now

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