Articles

Ten Listening Pitfalls

By Andrew Sobel There’s a story about a woman, in 19th century England, who had dinner with two great prime ministers and political rivals, Gladstone and Disraeli. Gladstone was the more educated and intellectual of the two; Disraeli more street-smart and intuitive. When asked to compare the two, she said: “After my dinner with Mr. […]

Do You Offer a Truly Unique Client Experience?

How would you rate the overall client experience that you offer?

Relationship Evaluation

Best Practices for Building C-Suite Relationships

Is the Trusted Advisor Still Trusted?

Is the Trusted Advisor Still Trusted? Eight Strategies to Stay Relevant in Today's Markets.

Managing Your Three Relationship Time Horizons

Winning new revenue in the short term while building relationships for the future Have you felt this way? “I know I’ve got to make these investments in building long-term relationships, but I keep getting consumed fighting fires on a day-to-day basis” “We’re under pressure to get revenue now, this quarter—it’s hard to balance that with […]

11 Relationship-Building Pitfalls That You Must Avoid

11 Pitfalls to Avoid in Client Relationships Experience is the best teacher, and that’s why the tuition is often high. Here are 11 common pitfalls that professionals fall into when advising clients. I’m personally quite familiar with these mistakes because I’ve made most of them at one time or another in my career! At best, […]

9 Strategies to Stay in Touch When There’s No Business

It’s a simple but powerful exercise: Write down the names of the 20 or 25 most important individuals you need to develop and grow a relationship with. Draw the names from a variety of categories. Include clients, prospects, influencers, colleagues, and others that you need to help you succeed. When I ask executive groups to […]