Articles
Explore over 350 articles that will help you grow your client relationships and improve your personal effectiveness.
Build Peer Relationships with Clients and Unlock the Sale
By Andrew Sobel It often can feel like buyers have the upper hand. They have many service providers to choose from. Everyone calls on them and aggressively pitches for their business. Upstart firms—or those desperate to bolster flagging revenues—may offer to do the same work as you for significantly lower fees. It not only makes […]
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12 Relationship Principles For Life
Relationship Principles for All to Follow By Andrew Sobel What beliefs or values guide you as you build your relationships? The right principles can powerfully inform your day-to-day behavior. Over the last several years, I’ve been assembling what I call “The Relationship Principles.” These are a dozen statements of belief and intent that will help […]
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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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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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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 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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