Articles
Explore over 350 articles that will help you grow your client relationships and improve your personal effectiveness.
The Client Relationship Checkup
Ten Questions the Doctor would ask you A client of mine, a Fortune-100 company, had a longstanding relationship with IBM for the provision of a variety of technology services. They told me that IBM’s then-CEO Sam Palmisano decided to visit my client's CEO. A week ahead of the visit, my client’s relationship manager for IBM […]
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Ask Don’t Tell: Using Power Questions Win New Clients
Ask, Don’t Tell: Using Power Questions to Win New Clients By Andrew Sobel, co-author of Power Questions: Build Relationships, Win New Business, and Influence Others Do you ever head into an important client meeting and feel pressure to say just the right thing? If the meeting is with a prospect, you may also be convinced […]
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ClientCentricities: Andrew’s Monthly Q&A
I thought I hit it off with my client's global CIO. But now she has been rejecting my requests for a meeting, telling me to meet with an very weak manager who works for her. What can I do?
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How do I build trust with a client who’s had a negative past experience?
How do I build trust with a client who's had a negative past experience with us?
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A Great Client Relationship–Really?
The desire to improve is the first prerequisite for building better, deeper, and broader relationships with your clients. If you don’t think there is a gap waiting to be filled, why would you go through the pain and cost of changing how you act? The problem is that many successful professionals are complacent about the […]
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Creating Agenda Setting Conversations
How do I create regular "agenda setting" opportunities?
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Questions to help build a personal relationship with clients
What questions can help me build a personal relationship with clients?
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The New Fee Pressure is Free Pressure
How do you compete when a competitor is giving it away for free?
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