All For One: 10 Strategies for Building Trusted Client Partnerships - Hardcover

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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.

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Corporate clients are putting relentless pressure on their professional advisors. They want more value and better service. They are consolidating the number of firms that they are willing to work with. They are scrutinizing, more than ever, the fees they pay.

To respond, service firms must turn individual relationships into broad-based, institutional ones and build a collaborative culture that mobilizes the right people, ideas, and resources―from across the organization―into each client relationship. The goal is to build a trusted partnership that adds value, reduces risk, and creates stability for both your clients and your firm.

Based on a five-year study of leading firms in professional services and other advice-based businesses, relationship authority Andrew Sobel has created a comprehensive guide to developing what he calls “Level 6” clients―those flagship relationships that are broad, deep, and endure for many years. In Sobel’s first book, Clients for Life, he laid out a clear path to take you from expert-for-hire to trusted client advisor. All for One takes you and your firm to the next level―trusted partner―with practical advice illustrated by more than 100 examples of best practices from the world’s top services firms.

All for One presents ten essential strategies for building an all-for-one culture and systematically growing your client relationships. Incorporating a wealth of detailed, tactical advice, these powerful strategies include:

Employing rich examples from Booz Allen Hamilton, Lloyds Banking Group, Ernst & Young, and dozens of other leading firms, All for One is a definitive guide for professionals who aspire to trusted partner status with their clients.

Aus dem Klappentext

Corporate clients are putting relentless pressure on their professional advisors. They want more value and better service. They are consolidating the number of firms that they are willing to work with. They are scrutinizing, more than ever, the fees they pay.

To respond, service firms must turn individual relationships into broad-based, institutional ones and build a collaborative culture that mobilizes the right people, ideas, and resourcesfrom across the organizationinto each client relationship. The goal is to build a trusted partnership that adds value, reduces risk, and creates stability for both your clients and your firm.

Based on a five-year study of leading firms in professional services and other advice-based businesses, relationship authority Andrew Sobel has created a comprehensive guide to developing what he calls "Level 6" clientsthose flagship relationships that are broad, deep, and endure for many years. In Sobel's first book, Clients for Life, he laid out a clear path to take you from expert-for-hire to trusted client advisor. All for One takes you and your firm to the next leveltrusted partnerwith practical advice illustrated by more than 100 examples of best practices from the world's top services firms.

All for One presents ten essential strategies for building an all-for-one culture and systematically growing your client relationships. Incorporating a wealth of detailed, tactical advice, these powerful strategies include:

Institutionalizing relationshipsemploying five growth pathways to expand existing clients

Building a client leadership pipelinedeveloping and supporting relationship managers who can lead trusted client partnerships for your firm

Promoting collaborationcreating an all-for-one, client-centered culture where people and ideas easily cross organizational boundaries

Adding multiple layers of valuetapping into six sources of value leverage for clients

Employing rich examples from Booz Allen Hamilton, Lloyds Banking Group, Ernst & Young, and dozens of other leading firms, All for One is a definitive guide for professionals who aspire to trusted partner status with their clients.