Andrew's Blog
The Business of Relationships
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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…
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…
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…
November 29, 2016
By Andrew Sobel Most large corporations already have well-established relationships with advisors and service providers in major areas such as banking, consulting, accounting, IT services, legal services, and so on. Because of this, it’s not easy to gain a foothold.…
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.…
February 14, 2016
Power Questions for a Loved One How do you show someone you really care and deepen your relationship with them? With chocolates and flowers? Those are great, but you can do more. Consider asking some of these 10 questions on…
December 7, 2015
By Andrew Sobel In 2016, all companies need to grow. They will pin their hopes on a variety of strategies for growth: acquisitions, new product or service development, penetrating new markets, and so on. But by December of next year,…
July 20, 2015
Reframing is the art of identifying the right problem, the total problem, and the total solution. It is one of the most powerful techniques available for making your work more strategic to your clients and, often, broadening your engagements. In this two-part article…
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I help companies and individuals build clients for life
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