Articles
Explore over 350 articles that will help you grow your client relationships and improve your personal effectiveness.
Letter from a Client: Here’s Why You Lost
Recently, I spoke with a Chief Financial Officer about his company’s decision to hire an advisor for a major engagement. One of the competitors asked me to help them understand why they had lost and what they could do to increase their proposal win rate. Here’s what this executive told me: Dear Andrew, You […]
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Sinatra and the 4 Levels of Client Loyalty
For decades, Frank Sinatra hung out at Patsy’s Italian restaurant on west 56th Street. Why was he so fiercely loyal to this one particular eatery in a city with hundreds of good Italian restaurants. Was it the food? The ambiance? The other stars who went there? The answer is fascinating. It tells us a lot […]
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The Beatles Principles (Part III)
The Fab Four sold over 1 billion records, tapes, and CDs, and 36 years after their breakup they remain, in many ways, the world’s most popular band. Most importantly for us, they managed to create a whole that was far greater than the sum of the parts—no doubt the goal of any services firm. This […]
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The Beatles Principles (Part II)
The Fab Four sold over 1 billion records, tapes, and CDs, and 36 years after their breakup they remain, in many ways, the world’s most popular band. Most importantly for us, they managed to create a whole that was far greater than the sum of the parts—no doubt the goal of any services firm. This […]
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The Beatles Principles (Part I)
Entrepreneur Richard Branson, chairman of the Virgin Group, is known for his adroitness at building creative, motivated teams in his operating companies. Furthermore, he insists that “fun” is one of his chief criterion for starting any new enterprise. When I mentioned this to a senior executive I know at a large investment bank, he shook […]
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The Beatles Principles (from Strategy+Business)
Please click on the link, below, to see the original Strategy+Business article by Andrew entitled The Beatles Principles
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How to Win a Client in 10 Days (Part 2)
In a world of highly sophisticated, knowledgeable clients, and ever-eager competition, how do you consistently distinguish yourself? This issue of Client Loyalty presents part II of “How to Win a Client in 10 Days.” If you’re missing part I, with days 1 through 5, just drop me an e-mail and I’ll forward it on […]
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How to Win a Client in 10 Days (Part I)
Despite the press announcements about an economic recovery, things remain difficult for many service professionals. Historically, white-collar professionals have accounted for only about 2% of the unemployed; today, they represent 18% of those out of work, an unprecedented statistic. By some estimates, the market for general management consulting services has contracted by 20-30% over […]
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