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RSS Read Andrew Sobel’s blog, “The Business of Relationships”, on building long-term professional relationships

  • Dealing with Client Unresponsiveness May 25, 2013
    Do these laments sound familiar? “I had three or four good discussions with a prospective client about doing some work with his company, and now he doesn’t return my phone calls or emails.” “They have our proposal but I haven’t heard a thing back from them. I’ve called and left several messages but gotten no response.” Advisors and other service providers ar […]
  • Is the Trusted Advisor Still Trusted? May 4, 2013
    “The market has changed dramatically,” a senior partner at a major law firm recently told me. “I’m beginning to wonder if clients even want a trusted advisor anymore. Much of the time it just comes down to price. It’s discouraging.” Another client of mine, a senior executive in a large global consulting firm, echoed this sentiment: “Selling cycles are much l […]

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