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Making Rain : The Secrets of Building Lifelong Client Loyalty by Andrew Sobel (2003, Hardcover)

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Product Information

Professionals who work with clients or large accounts can create lifetime relationships based on these well-researched secrets. Based drawing from extensive interviews with client executives, Making Rain offers a series of provocative insights on how to shed the expert-for-hire label and develop long-term advisory relationships. Exploding the popular myth of the Rainmaker, a dated and dysfunctional figure that clients no longer welcome, Andrew Sobel argues that any professional can learn to make rain on an ongoing basis with existing clients by developing a special set of skills, attitudes, and strategies. These innovative tips and techniques from a recognized leader in the field of professional services will enable any consultant, salesperson, or service professional to create enduring client loyalty.

Product Identifiers

Publisher
Wiley & Sons, Incorporated, John
ISBN-10
0471264598
ISBN-13
9780471264590
eBay Product ID (ePID)
2396610

Product Key Features

Book Title
Making Rain : the Secrets of Building Lifelong Client Loyalty
Author
Andrew Sobel
Format
Hardcover
Language
English
Topic
Consulting, General
Publication Year
2003
Genre
Business & Economics, Philosophy
Number of Pages
256 Pages

Dimensions

Item Length
9.1in
Item Height
1in
Item Width
6.3in
Item Weight
16.1 Oz

Additional Product Features

Lc Classification Number
Hf5415.525.S63 2002
Reviews
Whether business leaders want a steady drizzle or an out-and-out monsoon, they can use Sobel's formula for landing and keeping customers - what he calls "making rain." Based on building relationships, it starts with the key components of knowledge, service and demonstrable value; these are the building blocks that attract clients, says business adviser Sobel (Clients for Life). In this straightforward manual, he gives practical strategies to help leaders of service firms and large corporations alike become indispensable advisers to their clients, thus cementing a long-term connection. The principles behind his tactics are simple: get to know your client, gain respect for your knowledge and win personal respect. Then, drive it home by delivering above and beyond, again and again. These ideas are old as dirt. Sobel reaches across centuries to dig up examples of their success, from Aristotle to Ben Franklin. He buffs up these ageless notions and places them within engaging anecdotes. Altl1Ough the lessons aren't strokes of genius, they should help professionals through most dry spells. --Agent, Helen Rees. (Feb. 14) ( Publishers Weekly , February 2003) The grand visions of the new economy encouraged many consultants to adopt an impatient and dictatorial manner. With little regard for their clients' cultures or competencies, they often urged companies to adopt ambitious strategies and transform their organizations. But in this follow-up to Sobel's coauthored Clients for Life, we get a refreshing reminder that sheer brainpower and eloquence are less important than we might thing. Sobel tells his fellow consultants that to win repeat business, they should focus on building relationships with clients and leveraging the resources at hand. He regards relationship building not as a necessary chore but as the foundation for advancing all truly useful advice-only by gaining clients' complete trust, he insists, can consultants hope to have any influence. And he says that rather than driving new ideas, consultants should aim at adding sophistication and depth to clients' existing ideas and capabilities. To keep from dominating the conversation, he points out, consultants need to be secure with themselves about their necessarily limited role. While slavish adherence to this modest prescription could lead to organizational stagnation - and leave consultants vulnerable when companies change leaders - it's a sensible starting point in today's chastened economy. ( Harvard Business Review , March 2003), "In this straightforward manual, he gives practical strategies to help leaders of service firms and large corporations alike become indispensable advisers..." ( Publishers Weekly , February 2003)
Table of Content
Introduction: Learning to Make Rain All of the Time. PART I: BREAKING THROUGH AS AN EXPERT. The Loyalty Equation: Three Factors That Determine Your Client's Loyalty. Are You an Extraordinary Advisor? Breakthrough Strategies for Experts. Building Trust in the First Ten Minutes. More Important than Your 401(k): Building Your Relationship Capital. Benjamin Franklin's Secret Weapon. Why a Client Might Like You. The Myth of Meeting Client Expectations. Leonardo da Vinci: Why Lutes and Madonnas Matter. Finding the Hidden Creases: Influencing Your Clients. Part One Summary: Are You Breaking Through as an Expert? PART II: MOVING INTO THE INNER CIRCLE. I Love My Guru...and Other Client Pitfalls. The Relationship Masters. The Doubting Mind. The Deep Generalist and the Branded Expert. How to Identify Client Needs. The Power of Size: Developing Large, Multi-Year Client Relationships. The Right Foot: Four Ways to Start a Relationship and Position It for the Long Term. Five Ways to Grow Your Client Relationships. Are Clients Meeting Your Expectations? Part Two Summary: Are You Moving into the Inner Circle? PART III: SUSTAINING RELATIONSHIPS YEAR AFTER YEAR. Sustaining and Multiplying. Merlin: Working a Little Magic with Your Clients. Five Steps to New Business with Old Clients. The Rothschild Bankers: The Power of Unique Capabilities. Cultivating the Attitude of Independent Wealth. Managing Client Relationships during Uncertain Times. Developing Relationships with Foreign Clients: Try Not to Commit These Gaffes. Becoming a Firm That Makes Rain: How Great Organizations Build Clients for Life. Part Three Summary: Are You Sustaining Your Relationships Year after Year? PART V: GETTING STARTED: A SELF-ASSESSMENT. Do You Have the Ability to Make Rain? Two Assessment Tools for Individuals and Organizations. A Pantheon of Client Advisors. Notes. Index.
Copyright Date
2003
Lccn
2002-013643
Dewey Decimal
658.8/12
Intended Audience
Trade
Dewey Edition
21
Illustrated
Yes

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Making Rain : The Secrets of Building Lifelong Client Loyalty by Andrew Sobel (2003, Hardcover)

About this product

Product Information

Product Identifiers

Product Key Features

Dimensions

Additional Product Features

All listings for this product

item 1 Making Rain: The Secrets of Building Lifelong Client Loyalty - ACCEPTABLE

item 2 Making Rain: The Secrets of Building Lifelong Client Loyalty by Sobel, Andrew

item 3 Making Rain: The Secrets of Building Lifelong Client Loyalty by Sobel, Andrew

item 4 Making Rain: The Secrets of Building Lifelong Client Loyalty NEW

item 5 Making Rain : The Secrets of Building Lifelong Client Loyalty And

item 6 Making Rain : The Secrets of Building Lifelong Client Loyalty And

item 7 Making Rain: The Secrets of Building Lifelong Client Loyalty, Sobel, Andrew, 978

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