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Introduction: Transforming Your Client Relationships 1 PART I A Road Map for Building Trusted Client Partnerships 1 Reaching Level 6: Trusted Client Partner 13 2 Employing 10 Integrated Strategies 25 PART II The Five Individual Strategies 3 Strategy One: Becoming an Agenda Setter 35 4 Strategy Two: Developing Relationship Capital 59 5 Strategy Three: Engaging New Clients 85 6 Strategy Four: Institutionalizing Client Relationships 111 7 Strategy Five: Adding Multiple Layers of Value 131 PART III The Five Institutional Strategies 8 Strategy Six: Targeting the Right Clients 161 9 Strategy Seven: Building a Client Leadership Pipeline 173 10 Strategy Eight: Promoting Collaboration 199 11 Strategy Nine: Listening to Clients 237 12 Strategy Ten: Creating a Unique Client Experience 247 PART IV Frequently Asked Questions and Conclusion 13 Answers to the Most Commonly Asked Questions about Building Client Relationships 267 14 Conclusion 295 Index 299
Andrew Sobel is a leading authority on the skills and strategies for building enduring client relationships. He is the author of Making Rain and coauthor of Clients for Life, and his work has appeared in a variety of publications including the New York Times and the Harvard Business Review. As President of Andrew Sobel Advisors, he helps organizations build lifelong client partnerships. His clients range from major public companies to leading professional service firms. A former senior vice president at Gemini Consulting, he earned his MBA at Dartmouth's Tuck School. To learn more or contact Andrew directly, please visit www.AndrewSobel.com.
All for One is thought provoking and actionable, making it a valuable roadmap for building trust and mutual benefit between clients and advisors. ?Ralph W. Shrader, Chairman and Chief Executive Officer, Booz Allen Hamilton In All for One, Andrew Sobel takes an important, further step in defining great client relationships by eloquently describing how to build trusted partnerships. ?Sir Winfried Bischoff, Chairman, Citigroup All for One is a goldmine of best practices. Five years? scrutiny of 50 major service-based relationships?combined with the author?s deep expertise on what makes service firms successful?make Andrew Sobel?s guidance accessible, credible, and invaluable. ?Edward E. Nusbaum, Chief Executive Officer, Grant Thornton LLP