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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January 2, 2019

Five Powerful Steps to Grow Your Client Base in the New Year

Every new year, all companies face great uncertainties. But what is certain is that if you don’t grow your business, you will fall behind. There are of course times you need to shrink to grow, but that is a temporary…

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July 18, 2016

How to Accelerate Relationships

Client relationships can take a long time to develop. This is especially true in large corporate environments where you have multiple stakeholders that have to be won over and executives who are cautious about opening up to an external advisor.…

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September 24, 2015

Why Client Expansion – Not Retention – is the New Measure of Relationship Success

By Andrew Sobel A law firm I once advised had a longstanding client that easily ranked as one of the world’s largest corporations. Every year, the chairman of the law firm asked the relationship partner in charge of the account how things…

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February 23, 2015

The Small Client Problem: A Comprehensive Guide to Solving This Tough Issue

By Andrew Sobel Every firm has small clients. Some have thousands of them. Are they a waste of time? Or, potentially, a valuable source of future growth? Nearly 30 years ago, at my old consulting firm, we had a big…

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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 27, 2014

How to Get More Leads Out of Your Network

By Andrew Sobel “How do I get more leads out of my network?” That’s a question I get asked a lot these days. Everyone has lists of contacts. Everyone has past clients. Some of them may need what you offer—right…

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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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February 26, 2014

8 Strategies for Staying in Touch When There’s No Business

   

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April 13, 2013

Strong–and Weak–Questions to Win the Sale

By Andrew Sobel Advice abounds on "asking good questions" during the sales process. I believe much of it is confusing or even misleading. My clients and readers have enjoyed Power Questions, but have asked for more detailed guidance about the use…

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Andrew Sobel

I help companies and individuals build clients for life
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