Andrew's Blog
The Business of Relationships
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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…
March 13, 2014
Building Your Independent Practice: From Startup To Market Leadership
February 27, 2014
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…
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…
April 13, 2013
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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I help companies and individuals build clients for life
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