C-Suite Strategies Part III: Adding Value for Time

Welcome to Part III of my four-part series on building relationships in the C-suite. In this article, you’ll learn strategies to add so much value in your executive conversations that after meetings, your clients will consistently think to themselves, “I’d…


C-Suite Strategies Part II: Power Questions for Top Executives

By Andrew Sobel Welcome to Part II of my special, four-part series on building relationships in the C-suite. (Part I, Adopt the Executive Mindset and Gain Access, is available here). I’m sharing this series to inaugurate the release of my popular…


C-Suite Strategies Part I: Elevate Your Mindset and Gain Access

By Andrew Sobel Welcome to Part I of my new, four-part series on building C-suite relationships. In these short but content-packed articles, you’re going to learn a host of proven strategies for developing and sustaining relationships with top executives. I’m…


Nine Ways to Dramatically Differentiate Yourself from the Competition

By Andrew Sobel “How can I differentiate myself from my competitors?” That’s a question I get asked a lot by my clients. The answer is usually, of course, not one single thing but many things. Here are nine to help…


How to Easily Make Time for Relationship Building

By Andrew Sobel Relationship building is in some ways analogous to diet and exercise. How many of us have made resolutions to eat better, exercise, and lose weight? We all have. And how many of us met our goals to…


How to Get Clients–or Anyone–to Root for You

By Andrew Sobel Our business culture prizes smarts, expertise, and drive. Nothing wrong with that—these qualities are pretty important. As a consequence, however, many of us assume that these very same qualities create personal loyalty. They don’t. People root for…


10 Strategies for Resolving a Client Dissatisfaction or Crisis

By Andrew Sobel It happens to every professional who deals with clients. Something goes wrong with your product or service delivery. Your client’s expectations are not met. They are unhappy with some aspect of the relationship. Here are ten tips…


Is Your Organization Really Client Focused? Answer These 14 Questions

I once advised a large professional services firm that wanted to reinvigorate its growth. Their slogan, which was plastered on posters and coffee mugs, was “Keep the Focus on the Client.” Like many organizations, however, there was a big gap…


Eight Cringeworthy Questions You Should Never Ask

I’ve heard this a hundred times: “There are no bad questions.” Sorry, but there are indeed bad questions. And, there are good questions that go bad when used at the wrong time. For example: “Why?” It can be a great…


Great Relationships Start With Great Client Selection: Three Filters You Should Use

What percent of your most vexing problems are created by just a few of your clients? It’s probably a high number. Let me put this more positively: Have you noticed that if you start with the right client, everything is…


 

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