Articles
Explore over 350 articles that will help you grow your client relationships and improve your personal effectiveness.
The Six Paradoxes of the Successful Client Advisor
Paradox: "a person or thing exhibiting apparently contradictory characteristics" In studying great client advisors all over the world, it has always struck me how pardoxical the role of trusted advisor is. Those who are best at it manage to balance a series of inherent tensions. Six Paradoxes 1. Product/Relationship There is always a tension between […]
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10 Questions You Should Ask Your Clients Every Year
Keep Your Client Relationships Healthy Last month we looked at the indicators of client relationship health. Now, here are the questions you should ask your clients directly. A client of mine recently told me about how he had dodged death twice. The story of the first time is especially hair-raising, but I must save it […]
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Can you suggest any “power questions” to use when a client asks for a discount?
Can you suggest any "power questions" to use when a client asks for a discount?
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How can I build a peer relationship with senior clients?
How can I build a peer relationship with senior clients?
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The Power Questions Podcast Interview
Management Consulting News' Michael McCloughlin interviews Andrew Sobel about using Power Questions to acquire new clients and deepen relationships with existing clients.
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ClientCentricities: Andrew’s Monthly Q&A
I try to quantify the value of my proposals but sometimes my clients just scoff at the numbers. They are cynical about projections of value-added.
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ClientCentricities
I have a client who bids out each project, despite the fact that we have a long-term relationship. What can I do?
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Questions You Should Never Ask
You have finally gotten the meeting you sought with a top executive at a prospective client. You prepare well for the session, researching the company and the individual you’re meeting with. After the small talk dies down, you ask your “killer” question: “I’d like to get a better understanding of your issues. So, what keeps […]
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