Andrew's Blog

The Business of Relationships

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March 22, 2016

Eight Behaviors Clients Can’t Stand—Are You Guilty?

By Andrew Sobel During the past year, I’ve interviewed a broad cross-section of client executives about “relationship building from the client’s side of the desk.” I usually ask them about pet peeves–behaviors that irritate them or, even, that destroy their…

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January 5, 2016

Eight Powerful Thinking Habits of Great Rainmakers

By Andrew Sobel The great essayist Ralph Waldo Emerson once wrote, “The ancestor to every action is a thought.” Clearly, if our thoughts are not organized and clear, our actions won’t be either. Taking Emerson’s idea even further, mastery is…

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December 4, 2014

Eight Essential Things Clients Wish You Would Give Them

By Andrew Sobel Over the last 15 years I’ve interviewed over 1000 senior corporate executives about their most trusted advisors and strategic suppliers. I’ve asked them about who has earned a seat at the table with them, and how it…

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October 30, 2014

Your Most Powerful Differentiator –The Live Performance

By Andrew Sobel An extraordinary shift has occurred in the music business, and it holds an important lesson for us. Over the last decade, sales of recorded music have steadily declined. This includes all types of music in all formats—CDs,…

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August 6, 2014

Eight Reasons Why You Lose Clients – And What To Do About It (Part II)

By Andrew Sobel Sometimes client relationships end for appropriate reasons. But you never want a good relationship to end avoidably. In Part I of this article I described four of the eight most common reasons why client relationships end. These were:…

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April 3, 2014

From Impossible to Loyal: Seven Types of Difficult Clients and How to Win Them Over

By Andrew Sobel Early in my consulting career I had a client who slowly became downright abusive. When we first met he was relaxed, confident, professional, and even charming. But underneath that veneer he was a mean-spirited tyrant. As time…

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March 13, 2014

Building Your Independent Practice: From Startup To Market Leadership

Building Your Independent Practice: From Startup To Market Leadership

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February 28, 2014

From Vendor to Trusted Advisor: Use Power Questions to Deepen Your Client Relationships

By Andrew Sobel Once you have acquired a new client or customer, the next challenge is to create a personal connection and deepen the relationship. Again, the right power questions will help you do this. To help deepen a client…

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February 27, 2014

How to Build Peer Relationships with Your Clients

By Andrew Sobel To become a client’s trusted advisor, you must be viewed as a peer. This doesn’t mean you must become a literal peer. If you work with a CEO, for example, you will never be their strict peer…

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Three Power Laws to Help You Connect in the C-Suite

By Andrew Sobel There are unseen but powerful laws that determine the success or failure of your client relationships. Just as an airplane must respect the laws of physics in order to fly, your strategies and behaviors must align with…

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Andrew Sobel

I help companies and individuals build clients for life
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