Andrew's Blog

The Business of Relationships

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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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August 13, 2014

The Secret to Winning Your Next Sales Pitch

Clients hate sales pitches. You probably do, too. How do you like to sit still while someone presents PowerPoint slides to you? Clients don’t like boring pitches, but they love to learn. So turn your next sales presentation into a collaborative,... Read now

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August 8, 2014

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

Sometimes client relationships end for appropriate reasons. But you never want a good relationship to end avoidably. In Part I of this article I described four of the eight most common reasons why client relationships end. These were: 1. A reorganization or... Read now

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August 1, 2014

How Do You Get Your People to Collaborate More?

Every executive I speak to would like to see more collaboration among their professionals, especially to better serve clients. Collaboration among different service or product lines, and also between support functions, is essential to fuel relationship growth. Here’s what doesn’t... Read now

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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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