Articles
Explore over 350 articles that will help you grow your client relationships and improve your personal effectiveness.
8 Inexpensive Ways to Add More Client Value
Find Better Ways to Help Your Clients Clients continue to demand more value from their outside advisors and service providers. Corporate executives themselves are under constant pressure to deliver more for less—to increase their output and spend less doing it—and they are passing that on to you. The logical result is downward pressure on fees […]
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Seven Questions That Can Transform Your Next Client Conversation
Just as some medicines, depending on the patient’s condition and health, can be either helpful or deadly, the power of any particular question will depend on the context in which it’s used. So whenever people ask me, “You wrote a book on questions—okay, so can you give me an example of a great question?” I […]
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Nine Warning Signs Your Client Relationship Is Unhealthy
A CEO I was working with noticed that year after year, they were doing slightly less business with a major client. The partner in charge of the account, however, insisted confidently that all was well and that he had a great relationship with the client. So the CEO visited the client and met with their […]
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Nine Strategies to Accelerate the Sales Process
How long is your sales cycle? How many months does it take to go from first meeting to a paid engagement? Your answer probably will be, “It depends!” But whatever your answer, you no doubt wish that your sales process would move more quickly. Since the 2008 recession, many of my clients report that, especially […]
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Six Advisor Mindsets that Change Everything
Most corporate training focuses on imparting knowledge, improving skills, and changing behaviors. But the most fundamental impact on your performance and success comes, arguably, from changing your mindset. Mindsets drive your outlook. They can bottle you up and restrict your freedom, or, they can free you to accomplish great things. I know some professionals, for […]
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How to Accelerate Relationships
Client relationships can take a long time to develop. This is especially true in large corporate environments where you have multiple stakeholders that have to be won over and executives who are cautious about opening up to an external advisor. It’s very frustrating when the relationship-building process seems stalled. In some cases, my clients report […]
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How to Turn Every Client Meeting Into a Wow Experience
By Andrew Sobel A Missed Opportunity I advised one of my clients to hold regular “agenda-setting” meetings with an organization they were working with. “But Andrew,” they told me, “we tried that. We set up a quarterly review session attended by representatives of key functions in the business. But after the first couple of meetings, […]
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My best blogs of 2014: 12 Ideas to help you thrive in 2015
My best writing and newest ideas are regularly featured in my weekly blog. I invite you to subscribe, here, to conveniently receive these fresh strategies by email. Just enter your email address in the form under my photo in the left column. Here’s what you may be missing: Below, you can review 12 of my best […]
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