Tag Archives: client relationship management

Four Key Ways to Add Value for Time in Client Meetings

By Andrew Sobel When you meet with a senior executive, there’s one factor that usually determines whether you get a follow up meeting: Have you added value for time? It the client benefits from your conversation, you’re on your way. If…

Plan for Unplannable Serendipity: Make Your Own Luck This Year

By definition, serendipity is unforeseen—you can’t plan for it. Another synonym is “good luck.” When it happens, it feels great: A former client calls you out of the blue and within a few days you suddenly have a major new…

Ideas Are Everywhere and Everyone Can Come Up With Them

Willie Nelson, the acclaimed country singer-songwriter, has written over 1000 songs. A journalist once asked him, “How do you do it—how do you keep coming up with new songs?” His reply: “Songs are everywhere.” John Lennon and Paul McCartney of…

12 Indicators of Relationship Decline

The CEO of a Fortune-100 company I was advising got an unexpected call from the CEO of their largest technology supplier. The technology company CEO said he was going to be in New York City the following week and wanted…

Want More Share of Wallet? Grow Your Share of Mind

Everyone would like more of their client’s business—more “wallet share.” But few are willing to invest the time and effort to do what it actually takes to earn that additional share of their client’s expenditures. The strategy to gain more…

How to Heal Broken Relationships (Part 1)

The Causes of Relational Conflicts Early in my career, I had an important relationship with a colleague at my old firm, but it began to slowly deteriorate. Eventually, he stopped communicating with me and grew bitter—I know because he began…

How to Accelerate Your Sales Cycle

How long is your sales cycle? How many months does it take to go from first meeting to a paid engagement? Your answer probably will be, “It depends!” But whatever your answer, you no doubt wish that your sales process…

What to Do When Clients Are Unresponsive

One of my favorite New Yorker cartoons was drawn in 1993 by Robert Mankoff. It shows an executive at his desk, fielding a telephone call from someone who wants to meet him. “No, Thursday’s out” he replies to the caller, adding, “How…

9 Techniques for Developing New Ideas for Your Clients

By Andrew Sobel Clients say they want new ideas from their advisors and suppliers. But how do you come up with those new ideas? Read on. (Note: this blog is excerpted from my new book, It Starts with Clients: Your…

What are the best questions to help start a new relationship or conversation?

By Andrew Sobel After a recent live interview that I did with my friend and bestselling author Dorie Clark, a listener wrote in and asked this question: As an introvert I would love to know from Andrew what are the…