Client Relationship Management

Effective relationship management puts the client at the center of your organization

Client relationship management is the ensemble of strategies, processes, and systems that help you develop clients for life.

Under each topic, below, read the questions and think about how you would answer them.

Then, if you click each topic heading, you’ll access an abundance of free resources—forms, checklists, articles, and videos—to help you improve your client relationship management.
   

Relationship Management: The Big Picture

Questions to consider:

  1. How would your clients like you to manage your relationship with them? Have you asked them?
  2. Have you given your relationship managers (partners, MDs, account executives) authority and resources commensurate with the responsibilities they bear?
  3. Are you as focused on creating a supportive organization around your relationship managers as you are on finding and training the “best” individual rainmakers?

Access Free Tools

Growing Client Relationships

Questions to consider:

  1. Do your existing client relationships have the potential to grow further? What’s holding you back?
  2. Why do believe some of your relationships grow while others stagnate?
  3. Are your client-­facing professionals “agenda setters” who proactively engage their clients with new ideas, points of view, and value-added suggestions? How much sole source business do they procure?

Access Free Tools

Client Account Planning

Questions to consider:

  1. How effective is your current client account planning and development process? How would you rate it on a scale of 1 to 5, where 1=ineffective and 5=best in class?
  2. Is your account planning a box-checking exercise or a vibrant, participative process with rigorous follow through?
  3. Which of your client relationships would benefit most from a truly in-depth and reflective account planning effort?

Access Free Tools

Developing Relationship Managers

Questions to consider:

  1. How many of your client-­facing professionals are currently able to play the role of trusted advisor to senior economic buyers?
  2. How many of your client-­facing professionals have the potential to act as trusted advisors to senior management?
  3. How many simply lack the innate talent or predisposition to build the kinds of client relationships you need to grow to implement your strategy?

Access Free Tools

Also check out these free essential resources:

 
Power Tools For
Power Questions
Tool Box
 
Harness the power of great questions.
Based on Andrew's Best Selling Book
Power Questions

An extraordinary array of free resources.

Go To Toolbox

Building C-Suite Relationships
FREE eBOOK
How to build relationships
in the C-Suite
 

Join my subscriber list and you'll receive a link to download my brand new 70-page eBook, Building C-Suite Relationships. This comprehensive roadmap will show you, step-by-step, how to connect at the top.

Privacy Guarantee: I will never share your e-mail address with anyone else.

 

Learn more >>

12-Week Course
The Relationship Principals
 

Free 12-Week Course:
The Relationship Principles

Learn the principles that will supercharge your relationships and your career. 12 free, weekly installments delivered by email.
Read More >>

 

Privacy Guarantee: I will never share your e-mail address with anyone else.

How the world's best build clients for life

*You will also receive Andrew's acclaimed monthly newsletter, Client Loyalty. If you are already a subscriber your name will not be duplicated.

Earn the Fees You Deserve
Three-part course
with videos
 
Andrew Sobel

Receive 11 tested strategies, in three weekly emails, on how to add more value and achieve higher fees with new prospects and existing clients.

Subscribe below and get your free first installment immediately!
Learn More >>

Privacy Guarantee: I will never share your e-mail address with anyone else.