Andrew's Blog

The Business of Relationships

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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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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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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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November 29, 2016

How to Beat an Incumbent Competitor: Advice From a Military Genius

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.…

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July 18, 2016

How to Accelerate Relationships

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.…

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February 14, 2016

10 Power Questions To Ask Someone You Love On Valentine’s Day

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…

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December 7, 2015

15 Ways to Grow Your Client Relationships Next Year

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,…

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July 20, 2015

How to Radically Reframe Client Issues For Maximum Impact (Part II)

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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Andrew Sobel

I help companies and individuals build clients for life
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