All For One

ISBN-13: 9780470380284 / Angielski / Twarda / 2009 / 320 str.

Andrew Sobel

Opis

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.

Spis treści

Introduction: Transforming Your Client Relationships 1

PART I A Road Map for Building Trusted Client Partnerships

1 Reaching Level 6: Trusted Client Partner 13

2 Employing 10 Integrated Strategies 25

PART II The Five Individual Strategies

3 Strategy One: Becoming an Agenda Setter 35

4 Strategy Two: Developing Relationship Capital 59

5 Strategy Three: Engaging New Clients 85

6 Strategy Four: Institutionalizing Client Relationships 111

7 Strategy Five: Adding Multiple Layers of Value 131

PART III The Five Institutional Strategies

8 Strategy Six: Targeting the Right Clients 161

9 Strategy Seven: Building a Client Leadership Pipeline 173

10 Strategy Eight: Promoting Collaboration 199

11 Strategy Nine: Listening to Clients 237

12 Strategy Ten: Creating a Unique Client Experience 247

PART IV Frequently Asked Questions and Conclusion

13 Answers to the Most Commonly Asked Questions about Building Client Relationships 267

14 Conclusion 295

Index 299

O autorze

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.

Blurb

Praise for All For One

"Andrew Sobel clearly understands that trust is not an abstract concept it is a personal bond forged over time in the best relationships. All for One is thought–provoking and actionable, making it a valuable road map for building trust and mutual benefit between clients and advisors."
Ralph W. Shrader, Chairman and Chief Executive Officer, Booz Allen Hamilton

"In All for One, Andrew Sobel takes an important further step in defining great client relationships by eloquently describing how to build trusted partnerships. At a time when corporations are seeking more in–depth and fewer relationships, the concept of partnership and how to achieve it is highly relevant and topical."
Sir Winfried Bischoff, Chairman, Citigroup

"Successful professional service firms will have more than their share of ′trusted advisors.′ The great firms will be those that have converted their individual relationships into trusted client partnerships for their institutions. In All for One, Andrew Sobel shows the way to do this. This book is not to be missed by leaders of professional service firms with the high aspiration to be great."
Steven B. Pfeiffer, Chair, Executive Committee, Fulbright & Jaworski LLP

"Andrew Sobel′s techniques have been instrumental in building our client–first culture at Cognizant. As our market continues to evolve, All for One will help us chart the course towards trusted partner status with each of our clients."
Francisco D′Souza, Chief Executive Officer, Cognizant

"All for One is a gold mine of best practices for building a culture around personalized relationships and then supporting these through collaboration and the mobilization of resources. Five years′ scrutiny of fifty major service–based relationships combined with the author′s deep expertise on what makes service firms successful make Andrew Sobel′s guidance accessible, credible, and invaluable."
Edward E. Nusbaum, Chief Executive Officer, Grant Thornton LLP