| Articles About Building Long-Term Client Relationships (pdf) |
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| Books by Client Leadership Forum Directors |
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| Making Rain: The Secrets of Building Lifelong Client Loyalty |
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| In this provocative and insightful book, client relationship authority Andrew Sobel sets out a series of innovative, practical strategies that any service professional, sales executive, or marketer can use to develop lifelong client loyalty. Based on groundbreaking client research, Making Rain contains the secrets that will allow you to develop a steady stream of new business with your existing clients on a day-in, day-out basis. |
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| Clients are loyal to professionals who add value, build personal trust, and go the extra mile. Making Rain shows readers, step by step, how to deliver on these three ingredients of client loyalty at every major stage of the relationship. First, it illustrates how to break out of the expert-for-hire label and consistently win repeat business. You'll learn about the essential attributes of extraordinary client advisors; the six factors that create immediate personal rapport with a new client; and the nine breakthrough strategies that can distinguish you and your organization at the very start of a relationship. |
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| Sobel then illustrates the growth strategies you'll need to break out of "steady supplier" relationships and truly become part of your client's inner circle. You'll understand, for example, why a singular focus on meeting client expectations is actually dangerous, and how to identify the next set of client needs. In the final section of Making Rain, you'll learn how to sustain your relationships over time and develop a true partnership with your clients; how to manage client relationships through turbulent times; how to build an entire firm that consistently makes rain; and much more. Throughout, Sobel uses over 100 engaging and often humorous case histories and examples, and he offers fascinating profiles of leading historical figures such as Leonardo da Vinci, the Rothschild bankers, and Benjamin Franklin, who exemplified the ability to create a lifelong network of loyal clients and colleagues. |
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| Where to Buy: |
Amazon · Barnes & Noble |
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| Clients for Life: Evolving from an Expert for Hire to an Extraordinary Advisor |
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| Based on groundbreaking research, Clients for Life sets forth a comprehensive framework for how professionals from all fields can develop breakthrough relationships with their clients and enjoy enduring client and customer loyalty. Supported by over 100 case studies and examples drawn from consulting, financial services, law, technology, and other fields, Clients for Life illustrates how you can evolve from an expert for hire-a tradable commodity-to an extraordinary advisor. Riveting portraits of both exceptional contemporary professionals and legendary advisors such as Aristotle, Thomas More, Niccolò Machiavelli, and J.P. Morgan reveal how great client relationships are achieved in practice. If you're concerned with improving client retention, client loyalty, relationship management, and the overall quality of your business relationships,Clients for Life is, in Tom Peter's words, "A must read." |
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| Where to Buy: |
Amazon · Barnes & Noble |
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| Transforming the Organization |
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This upbeat management primer views the corporation as a living organism complete with body, mind and spirit. The key to a company's successful adaptation and growth is the unified pursuit of common goals, achieved by keeping in sync its technology, "work architecture," reward structure and other "biocorporate" systems. Using numerous case histories involving DuPont, Philips, Citibank, Ashland Oil, Rolls-Royce, Texas retailer HEB and other firms, the authors, executives with Gemini, a global consulting firm, explain how to harness motivation by creating a large number of "natural work teams," small groups of multitalented people empowered with the authority to take action. Instead of a "Pavlovian," carrot-and-stick reward system, they recommend instituting "individual learning" by linking rewards to an employee's expanding opportunities, skills and participation. This is a visionary yet practical blueprint for corporate restructuring and renewal.
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| Where to Buy: |
Amazon · Barnes & Noble |
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