Andrew's Blog
The Business of Relationships
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March 27, 2020
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…
March 24, 2020
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…
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…
May 28, 2019
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…
March 28, 2019
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…
February 21, 2019
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…
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…
November 5, 2018
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…
February 21, 2018
“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,…
February 5, 2018
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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I help companies and individuals build clients for life
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