Andrew's Blog

The Business of Relationships

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June 1, 2004

Friends and Clients

Consider this (true) scenario: You are a human resources consultant, and your client is Bill, the head of HR for a Fortune-500 company. You do great work for this company, and build relationships at multiple levels in the organization. Over…

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January 1, 2004

Client Relationships in the Age of the Mouse-Click

 Seeing the Big Picture: Building Client Relationships in the Age of the Mouse-Click (Originally published in Business Law Today)   In an era of electronic auctions, expert software, and online databases, are traditional, face-to-face client relationships going the way of…

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June 1, 2003

Why Would a Client Like You?

In a letter penned to her sister on Christmas Eve in 1798, the English novelist Jane Austen wrote, “I do not want people to be very agreeable, as it saves me the trouble of liking them a great deal.” On…

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November 1, 2002

Big-Picture Thinking (Part 3)

“We think too small,” said the Chinese leader Mao Tse-Tung. “Like the frog at the bottom of the well. He thinks the sky is only as big as the top of the well. If he surfaced, he would have an…

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August 1, 2002

Big-Picture Thinking (Part 1)

ENDING THE SUMMER This is the August edition of Client Loyalty. I thought it pointless to send it out at the end of August, when many people are on vacation, but perhaps there was a subconscious reason as well: An…

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May 1, 2002

The Doubting Mind

“I used to work for an old-fashioned rainmaker,” a client of mine once told me. “He had that ‘take no prisoners’ approach to sales and customer relationships. His motto was, ‘Sometimes wrong, never in doubt.’” Never in doubt, indeed. It’s…

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February 1, 2002

The Mindset Of Independent Wealth

I. IDEAS FOR ADDING VALUE AND BUILDING LOYALTY Developing The Mindset Of Independent Wealth What I’m about to describe is one of the most powerful things you can do to attract and keep clients. If you are successful at it,…

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January 1, 2002

Who Advises the CEO?

(Versions of this were published in Executive Excellence and Manage) Today’s corporate leaders face an unprecedented pace of change and a daily need to make difficult, complex choices. Sage, trusted advisors are needed more than ever. But whom do CEOs…

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Andrew Sobel

I help companies and individuals build clients for life
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