Articles
Explore over 350 articles that will help you grow your client relationships and improve your personal effectiveness.
From Impossible to Loyal: Seven Types of Difficult Clients and How to Win Them Over
By Andrew Sobel 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 ever-more demanding and even vicious. One day, I walked into his office […]
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Building Your Independent Practice: From Startup To Market Leadership
Building Your Independent Practice: From Startup To Market Leadership
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From Vendor to Trusted Advisor: Use Power Questions to Deepen Your Client Relationships
By Andrew Sobel Once you have acquired a new client or customer, the next challenge is to create a personal connection and deepen the relationship. Again, the right power questions will help you do this. To help deepen a client relationship, I like to ask what I call Passion questions and Depth questions. Passion questions help you understand what the […]
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How to Build Peer Relationships with Your Clients
By Andrew Sobel To become a client’s trusted advisor, you must be viewed as a peer. This doesn’t mean you must become a literal peer. If you work with a CEO, for example, you will never be their strict peer in an organizational or hierarchical sense. But if you want a seat at the table […]
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Three Power Laws to Help You Connect in the C-Suite
By Andrew Sobel There are unseen but powerful laws that determine the success or failure of your client relationships. Just as an airplane must respect the laws of physics in order to fly, your strategies and behaviors must align with the Relationship Laws if you want to sell effectively and build your clients for life. […]
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Four Laws For Building Deep, Personal Relationships with Clients
By Andrew Sobel The story about Sir Isaac Newton and the apple tree, according to historians, is true. While sitting under the tree, he saw an apple fall straight to the ground. This made him wonder what underlying principle was pulling the apple off the tree. He soon formulated his laws of gravity. Just as […]
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Do You Offer a Truly Unique Client Experience?
How would you rate the overall client experience that you offer?
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Six Essential Roles You Should Play with Client Executives
Have you ever gotten a call from a client who said, “I just want to run something by you”? Perhaps on a different day that same client asked you, “How’s my team doing?” On yet a different occasion he or she may have pushed you to talk about what you’re seeing out in the marketplace […]
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