Andrew's Blog

The Business of Relationships

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June 10, 2020

Week 4 Challenge: Hold a Great First Conversation

[Please note: this article, and the rest of the articles in this series, together constitute the 15  emails in the It Starts with Clients Client Growth Challenge. Please subscribe here to receive them on a weekly basis over the next…

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April 24, 2020

Finding New Opportunities in a Shrinking Market (It Starts with Clients–Part 3)

In most areas of the economy, fundamental demand has shrunk. Some markets have actually grown (videoconferencing and eLearning, anyone?), and a few large ones have evaporated (retail, travel). Are you doomed to sink to the level of the average decline…

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April 22, 2020

Week 3 Challenge: Gain Access and Set up Meetings

[Please note: this article, and the rest of the articles in this series, together constitute the 15  emails in the It Starts with Clients Client Growth Challenge. Please subscribe here to receive them on a weekly basis over the next…

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April 20, 2020

Week 1 Challenge: Review Your Client Base and Accelerate Your Outreach

[Please note: this article, and the rest of the articles in this series, together constitute the 15  emails in the It Starts with Clients Client Growth Challenge. Please subscribe here to receive them on a weekly basis over the next…

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Day 1 Challenge: Adopt the Advisor Mindset and Serve More Client Needs

[Please note: this article, and the rest of the articles in this series, together constitute the 15  emails in the It Starts with Clients Client Growth Challenge. Please subscribe here to receive them on a weekly basis over the next…

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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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Andrew Sobel

I help companies and individuals build clients for life
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