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Explore over 350 articles that will help you grow your client relationships and improve your personal effectiveness.

How to Prioritize Your Client Opportunities

All that glitters is not gold One of my clients proudly served a leading Fortune-500 company. It was part of their key account program and often mentioned as a success story. Viewed from afar, it was a showcase relationship that generated significant annual revenues. However, when I reviewed the account with them, I realized that […]

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Week 1 Challenge: Review Your Client Base and Accelerate Your Outreach

[Please note: this article, and the rest of the articles in this series, together constitute the 15  emails in the It Starts with Clients Client Growth Challenge. Please subscribe here to receive them on a weekly basis over the next 100 days] One of the secrets to building clients for life is starting with the […]

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Day 1 Challenge: Adopt the Advisor Mindset and Serve More Client Needs

[Please note: this article, and the rest of the articles in this series, together constitute the 15  emails in the It Starts with Clients Client Growth Challenge. Please subscribe here to receive them on a weekly basis over the next 100 days] Welcome to the 100-Day Client Growth Challenge. I’m excited that you’re joining many […]

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10 Causes of Client Attrition—and How to Stop It

Why Your Clients Are Leaving By Andrew Sobel Even firms that enjoy strong client loyalty and high levels of repeat business lose 20 or 30 percent of their revenue every year due to attrition. Some attrition is desirable. Some is unavoidable. But much of it can be prevented. Think about how much work it requires […]

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

By Andrew Sobel 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 vote with their feet and don’t carefully explain to you […]

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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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Four Strategies for Becoming Powerfully Relevant to Your Prospects and Clients

By Andrew Sobel Are you like water and sunshine to your clients? Connect. Become relevant. Resonate. Make an impact. Those are the steps you follow to build your most powerful relationships. In Part One of this three-part series on the Laws of Power Relationships, I described strategies for connecting. In this post, I share four Relationship Laws […]

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