Articles
Explore over 350 articles that will help you grow your client relationships and improve your personal effectiveness.
The Power Questions Podcast Interview
Management Consulting News' Michael McCloughlin interviews Andrew Sobel about using Power Questions to acquire new clients and deepen relationships with existing clients.
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Ask Don’t Tell: Using Power Questions Win New Clients
Ask, Don’t Tell: Using Power Questions to Win New Clients By Andrew Sobel, co-author of Power Questions: Build Relationships, Win New Business, and Influence Others Do you ever head into an important client meeting and feel pressure to say just the right thing? If the meeting is with a prospect, you may also be convinced […]
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Want to add more value? Don’t ask your client
It’s dangerous to generalize about what clients want, because clients are like snowflakes: Each client is unique and must be approached that way. However, it’s safe to say that the biggest trend in client relationships is the drive for more value. Clients want to see more value in their relationships with a broad array of […]
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ClientCentricities Q&A: When Clients Doubt the Value You Promise
I try to quantify the value of my proposals but sometimes my clients just scoff at the numbers. They are cynical about projections of value-added.
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ClientCentricities Q&A: When a Senior Client Delegates You Down
I thought I hit it off with my client's global CIO. But now she has been rejecting my requests for a meeting, telling me to meet with an very weak manager who works for her. What can I do?
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Letter from a Client: Here’s Why You Lost
Recently, I spoke with a Chief Financial Officer about his company’s decision to hire an advisor for a major engagement. One of the competitors asked me to help them understand why they had lost and what they could do to increase their proposal win rate. Here’s what this executive told me: Dear Andrew, You […]
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ClientCentricities
I have a client who bids out each project, despite the fact that we have a long-term relationship. What can I do?
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