Andrew's Blog

The Business of Relationships

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July 24, 2019

10 Causes of Client Attrition—and How to Stop It

Why Your Clients Are Leaving By Andrew Sobel Even firms that enjoy strong client loyalty and high levels of repeat business lose 20 or 30 percent of their revenue every year due to attrition. Some attrition is desirable. Some is…

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July 18, 2014

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…

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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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Four Strategies for Becoming Powerfully Relevant to Your Prospects and Clients

By Andrew Sobel Are you like water and sunshine to your clients? Connect. Become relevant. Resonate. Make an impact. Those are the steps you follow to build your most powerful relationships. In Part One of this three-part series on the…

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September 30, 2011

Letter from a Client: Here’s Why You Lost

Recently, I spoke with a Chief Financial Officer about his company’s decision to hire an advisor for a major engagement. One of the competitors asked me to help them understand why they had lost and what they could do to…

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July 30, 2011

Sinatra and the 4 Levels of Client Loyalty

For decades, Frank Sinatra hung out at Patsy’s Italian restaurant on west 56th Street. Why was he so fiercely loyal to this one particular eatery in a city with hundreds of good Italian restaurants. Was it the food? The ambiance?…

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December 1, 2006

The Beatles Principles (Part III)

The Fab Four sold over 1 billion records, tapes, and CDs, and 36 years after their breakup they remain, in many ways, the world’s most popular band. Most importantly for us, they managed to create a whole that was far…

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November 1, 2006

The Beatles Principles (Part II)

The Fab Four sold over 1 billion records, tapes, and CDs, and 36 years after their breakup they remain, in many ways, the world’s most popular band. Most importantly for us, they managed to create a whole that was far…

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Andrew Sobel

I help companies and individuals build clients for life
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