Andrew's Blog

The Business of Relationships

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March 27, 2020

19 Techniques to Create Powerful Client Conversations

My newest (and ninth) book was released today in hardcover–It Starts with Clients: Your 100-Day Plan to Build Lifelong Relationships and Revenue. It’s already number 1 in Customer Relations and number 2 in Business Consulting categories on Amazon.com. It’s my…

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March 24, 2020

The Power of Authentic Generosity to Strengthen Relationships

Grow your relationships with the high-octane fuel called Generosity Today, we are called to be generous in ways that are uncomfortable and stretch us. The current crisis is affecting everyone, although some are being impacted more than others. It raises…

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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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May 28, 2019

How to Make Every Client Meeting a Powerful Experience

By Andrew Sobel I’ve always been a little skeptical of “alternative” learning experiences which have you reciting Shakespeare, catching your colleagues as they fall backwards into your arms with their eyes closed, or sitting all day at a screen managing…

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March 28, 2019

Tomorrow’s Client Meeting Starts Today: 14 Questions to Get You Ready

A client meeting doesn’t start when you walk in the door and say good morning to your client. Rather, it begins a day earlier, as you mentally prepare and reflect on how to make that meeting a success for both…

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February 21, 2019

6 Reasons Your Client Says “I Don’t Have Budget”—and 16 Ways to Get It

Combating Your Clients Number One Excuse “We don’t have the budget for this” is a phrase anyone who works with clients has heard many times. It’s one of the four fundamental objections in sales, which are: No need (“We just…

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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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November 5, 2018

Have You Captured all 3 Levels of Client Relationship Potential?

A tale of blind hubris A client of mine implemented an account planning process and asked all their partners to estimate their current share of each client’s business. Sometimes, this metric is referred to as “share of wallet,” although I…

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February 21, 2018

An Invaluable Tool for any Professional–The New Power Questions Smartphone App

“The two most important days in your life are the day you are born and the day you find out why.” –Mark Twain, American Author and Humorist Good questions help us get to the heart of our most important issues,…

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February 5, 2018

8 Inexpensive Ways to Add More Client Value

Find Better Ways to Help Your Clients Clients continue to demand more value from their outside advisors and service providers. Corporate executives themselves are under constant pressure to deliver more for less—to increase their output and spend less doing it—and…

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Andrew Sobel

I help companies and individuals build clients for life
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