Articles
Explore over 350 articles that will help you grow your client relationships and improve your personal effectiveness.
How to Beat an Incumbent Competitor: Advice From a Military Genius
By Andrew Sobel Most large corporations already have well-established relationships with advisors and service providers in major areas such as banking, consulting, accounting, IT services, legal services, and so on. Because of this, it’s not easy to gain a foothold. If a client is happy with your competitor, they need a compelling reason to choose […]
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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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10 Power Questions To Ask Someone You Love On Valentine’s Day
Power Questions for a Loved One How do you show someone you really care and deepen your relationship with them? With chocolates and flowers? Those are great, but you can do more. Consider asking some of these 10 questions on Valentines Day. Or for that matter–on any day when you want to improve an important […]
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15 Ways to Grow Your Client Relationships Next Year
By Andrew Sobel In 2016, all companies need to grow. They will pin their hopes on a variety of strategies for growth: acquisitions, new product or service development, penetrating new markets, and so on. But by December of next year, many won’t meet their goals. You don’t need to be one of them. This article […]
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How to Radically Reframe Client Issues For Maximum Impact (Part II)
Reframing is the art of identifying the right problem, the total problem, and the total solution. It is one of the most powerful techniques available for making your work more strategic to your clients and, often, broadening your engagements. In this two-part article series, I take you through a comprehensive set of strategies for reframing to achieve maximum impact […]
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How to Powerfully Reframe Client Issues for Maximum Impact (Part I)
By Andrew Sobel Many years ago, a large, global company called me and said they wanted to create a cadre of client relationship managers in order to help grow their most important accounts. They asked me to help design the structure and train the chosen individuals. I quickly discovered that a powerful group of geographically-focused […]
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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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