Book description
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:
- 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?"
- How do we mobilize the right people, resources, and ideas-across a
multitude of organizational and geographic boundaries-into each and
every client relationship?"
- How do we evolve from a trusted advisor to a trusted
partner and build multi-year, institutional relationships?
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.
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.
