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Making rain : the secrets of building lifelong client loyalty

Author: Andrew Sobel
Publisher: Hoboken, N.J. : Wiley, ©2003.
Edition/Format:   eBook : Document : EnglishView all editions and formats
Summary:
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  Read more...
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Genre/Form: Electronic books
Additional Physical Format: Print version:
Sobel, Andrew, 1955-
Making rain.
Hoboken, N.J. : Wiley, ©2003
(DLC) 2002013643
(OCoLC)50479218
Material Type: Document, Internet resource
Document Type: Internet Resource, Computer File
All Authors / Contributors: Andrew Sobel
ISBN: 0471406163 9780471406167 0471264598 9780471264590 1280362707 9781280362705
OCLC Number: 53018357
Description: 1 online resource (xvii, 238 pages) : illustrations
Contents: Learning to Make Rain All of the Time --
Braking 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 --
Are You Breaking Through as an Expert? --
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? --
Are You Moving into the Inner Circle? --
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 --
Are You Sustaining Your Relationships Year after Year? --
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.
Responsibility: Andrew Sobel.
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Abstract:

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  Read more...

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"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)

 
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