All for One: 10 Strategies for Building Trusted Client Partnerships

Corporate clients are demanding more value from their external advisors, and consolidating their business around a smaller number of firms. These trends are forcing a variety of service providers―from consulting firms to large banks―to confront a series of difficult challenges: 
<ul>
<li>How do we create an ‘all-for-one, one-for-all’ culture in which the whole is greater than the sum-of-the-parts and we succeed in leveraging our global network to deliver value to clients?"</li> <li>How do we mobilize the right people, resources, and ideas―across a multitude of organizational and geographic boundaries―into each and every client relationship?"</li> <li>How do we evolve from a trusted advisor to a trusted partner and build multi-year, institutional relationships?</li> </ul>
All for One answers these questions with an innovative and comprehensive model for developing enduring, institutional client relationships―what Andrew Sobel refers to as Level 6 Trusted Client Partnerships. It offers readers ten specific strategies that are thoroughly supported by case studies, best practices from leading firms, and implementation tools. The individual professional is principally responsible for five of these strategies, while the firm―the institution―must support and drive the other five. When you successfully execute against all ten of these building blocks, you develop long-term, professional-client partnerships that provide great value to the client and high levels of personal satisfaction and profitability for the service provider.

All For One: 10 Strategies for Building Trusted Client Partnerships

Business & Money

Sobel, Andrew

Marketing & Sales

wiley

Professionals who work with clients or large accounts can create lifetime relationships based on these well-researched secrets. Based drawing from extensive interviews with client executives, Making Rain offers a series of provocative insights on how to shed the expert-for-hire label and develop long-term advisory relationships. Exploding the popular myth of the "Rainmaker," a dated and dysfunctional figure that clients no longer welcome, Andrew Sobel argues that any professional can learn to "make rain" on an ongoing basis with existing clients by developing a special set of skills, attitudes, and strategies. These innovative tips and techniques from a recognized leader in the field of professional services will enable any consultant, salesperson, or service professional to create enduring client loyalty.

Making Rain: The Secrets of Building Lifelong Client Loyalty

Industries

An arsenal of powerful questions that will transform every conversation Skillfully redefine problems. Make an immediate connection with anyone. Rapidly determine if a client is ready to buy. Access the deepest dreams of others. Power Questions sets out a series of strategic questions that will help you win new business and dramatically deepen your professional and personal relationships. The book showcases thirty-five riveting, real conversations with CEOs, billionaires, clients, colleagues, and friends. Each story illustrates the extraordinary power and impact of a thought-provoking, incisive power question. To help readers navigate a variety of professional challenges, over 200 additional, thought-provoking questions are also summarized at the end of the book. In Power Questions you’ll discover: <ul>
<li>The question that stopped an angry executive in his tracks</li> <li>The sales question CEOs expect you to ask versus the questions they want you to ask</li> <li>The question that will radically refocus any meeting</li> <li>The penetrating question that can transform a friend or colleague’s life</li> <li>A simple question that helped restore a marriage</li> </ul>
When you use power questions, you magnify your professional and personal influence, create intimate connections with others, and drive to the true heart of the issue every time.

Power Questions: Build Relationships, Win New Business, and Influence Others 1st edition by Sobel, Andrew, Panas, Jerold (2012) Hardcover

Panas, Jerold

The Relationship Laws that Drive Success There are powerful but invisible laws that determine whether your relationships ―with your clients, colleagues, and friends―will thrive or wither. These relationship laws are ever-present. When you align with them, the results are dramatic. Your network will grow rapidly. You’ll be seen by clients as a trusted partner rather than an expense to be managed. And you’ll find the people around you eager to help you succeed. When you ignore the laws, however, your efforts will falter. Relationship building will seem like very hard work. Power Relationships gives readers a unique, entertaining guide to relationship success at work and in life. Each of the 26 laws is illustrated and explained using a compelling, real-life story that shows how to implement it. The second section of the book presents 16 common relationship challenges with specific solutions. You’ll read about: <ul>
<li>The top Citigroup executive whose relationship with a CEO was changed forever on a business trip that exploded into chaos, and how you can use the same principle to deepen your own relationships.</li> <li>The philanthropist who, on the verge of being mugged in a dark parking lot, learns how his actions have had an unimaginable ripple effect across several generations</li> <li>How one of the authors flew halfway around the world and used Law 18―“Make them curious”―to turn a make-or-break, five-minute meeting with a top executive into a long-term relationship. </li> <li>The chance encounter on an airplane with a famous actor that revealed a simple but profound truth. It’s Law 25: “Build your network before you need it.”</li> </ul>
Sobel (author of Clients for Life, All for One, and Power Questions (with Panas)) and Panas (author of Asking and Supremely Successful Selling) have sold over half a million books and are the leading authorities in their field. Power Relationships is a unique, road-tested guide to relationship success.

Power Relationships: 26 Irrefutable Laws for Building Extraordinary Relationships

Business Culture

World-renowned client relationship authority shows you how to dramatically grow your business by mastering fourteen critical client development challenges Andrew Sobel, author of the international bestsellers&nbsp;Clients for Life&nbsp;and&nbsp;Power Questions,&nbsp;offers a proven,100-day plan for conquering 14 tough client development challenges and growing your client base in any market conditions. He's encapsulated 25 years of unique research, including personal interviews with over 8000 top executives and successful rainmakers, into a practical roadmap for winning more new clients and growing your existing relationships. You'll learn specific strategies to move confidently and predictably from a first meeting to a signed contract, and discover the agenda-setting techniques that create a steady stream of sole-source business. You'll master the art of reframing client requests, leading to broader, higher-impact engagements. You'll dramatically sharpen your ability to ask the powerful questions that can transform your client relationships. And, you'll learn to develop advisory relationships with influential C-suite executives. Andrew illustrates each weekly challenge with real-life examples drawn from thousands of executive meetings. He shares success strategies from having grown and led three highly successful professional service businesses. Andrew has taught these strategies to over 50,000 professionals around the world, and they're now available to you in this highly readable, portable masterclass. Whether you are early in your career and need a comprehensive guide to grow your client base from the ground up or are a seasoned practitioner who wants to accelerate your business growth,&nbsp;It Starts With Clients&nbsp;will take you to the next level.

It Starts With Clients: Your 100-Day Plan to Build Lifelong Relationships and Revenue

Unlock the power of great questions What do you think most engages a prospective client, or makes a lasting impression on someone you’ve just met? The popular belief is that we win business by being clever and quick on our feet, and that our brilliance — saying just the right thing — is what attracts others. But as Power Questions compellingly demonstrates, knowing the right question to ask is actually far more important than having a ready answer. Power Questions can immediately help you win more business, deepen your relationships, and connect with people more rapidly than you ever thought possible. It shows you how to use thought-provoking questions to engage prospects and uncover their most pressing issues. It gives you the tools to get inside the heart and mind of anyone you meet. In thirty-five inspiring chapters, you’ll meet a fascinating group of men and women. Through these riveting, real-life stories, you’ll learn exactly how each power question was used and the impact it had. You’ll discover how you can transform your daily conversations — and even someone’s life — through powerful questions that anyone can master. You’ll learn how Steve Jobs asked a single motivating question that led to breakthrough results in developing the Macintosh personal computer. You’ll see how an unasked question cost a major company a huge project bid. Other powerful examples include: • The question that stopped an angry executive in his tracks • The sales question CEOs expect you to ask, versus the questions they want you to ask • The question that can radically refocus any meeting • A simple question that helped restore a marriage • The penetrating question that can transform the life of a friend or colleague Put these questions to use and you will connect more deeply with your clients, drive quickly to the heart of problems, and unlock your professional and personal influence in unexpected and delightful ways.

Power Questions: Build Relationships, Win New Business, and Influence Others

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