Andrew's Blog
The Business of Relationships
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June 10, 2020
[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…
April 24, 2020
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…
April 22, 2020
[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…
April 20, 2020
[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…
[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…
July 24, 2019
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…
January 2, 2019
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…
July 18, 2016
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.…
September 24, 2015
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…
February 23, 2015
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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I help companies and individuals build clients for life
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