Explore over 350 articles that will help you grow your client relationships and improve your personal effectiveness.

Client Relationships in the Age of the Mouse-Click

 Seeing the Big Picture: Building Client Relationships in the Age of the Mouse-Click (Originally published in Business Law Today)   In an era of electronic auctions, expert software, and online databases, are traditional, face-to-face client relationships going the way of quill pens and parchment paper? To be sure, they are under assault from many quarters. […]

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Ten Questions to Help You Grow Your Client Base

January is a good time to reflect on ways to grow your client base during the coming year. Here are 10 questions you should ask yourself as you plan how to make this year a success: 1. What compelling ideas can you bring to your clients? Clients frequently comment to me about how they can […]

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How to Win a Client in 10 Days (Part 2)

  In a world of highly sophisticated, knowledgeable clients, and ever-eager competition, how do you consistently distinguish yourself? This issue of Client Loyalty presents part II of “How to Win a Client in 10 Days.” If you’re missing part I, with days 1 through 5, just drop me an e-mail and I’ll forward it on […]

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How to Win a Client in 10 Days (Part I)

  Despite the press announcements about an economic recovery, things remain difficult for many service professionals. Historically, white-collar professionals have accounted for only about 2% of the unemployed; today, they represent 18% of those out of work, an unprecedented statistic. By some estimates, the market for general management consulting services has contracted by 20-30% over […]

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Passion and Predjudice: Connecting With Anyone

This summer I spent a month traveling through four different countries in both the Middle East and Europe, mostly doing client work but also taking some vacation time with my family. I learned a lot on this trip, and what I heard and saw reinforced some important lessons about building long-term client relationships. Read these […]

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Dallas Morning News on Andrew Sobel

Please click on the PDF link, below, to view this article about Andrew Sobel from the Dallas Morning News

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How to Lose a Client in 10 Days

(A Tongue-in-Cheek View!) Note: This is an attempt at humor. This is not a serious article (one friend of mine thought it was…serious)   The advertising great David Ogilvy wrote that every ad agency should fire a major client each year. Independence and selectivity, in fact, are among the hallmarks of great client advisors. “Experts […]

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Why Would a Client Like You?

In a letter penned to her sister on Christmas Eve in 1798, the English novelist Jane Austen wrote, “I do not want people to be very agreeable, as it saves me the trouble of liking them a great deal.” On the face of it, this is a rather odd statement. Austen was an extraordinarily astute […]

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