Andrew Sobel - Böcker

This book offers a significant contribution to the globalization debate, and examines the complexities surrounding modern globalization. It will be of great interest to scholars of international political economy, international relations and globalization studies.

This book offers a significant contribution to the globalization debate, and examines the complexities surrounding modern globalization. It will be of great interest to scholars of international political economy, international relations and globalization studies.

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.

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.

Business consulting and related professional services represent a 350 billion dollar industry- and they're growing in a huge way. But things aren't as rosy as this figure might suggest. All too many consulting jobs, are brief, one-shot engagements- situations by which most professionals can't survive. The most pressing concern today for six million professional advisors is this: In our bottom-line era, how can I make myself stand out and become indispensable to my clients for the long haul? CLIENTS FOR LIFE has the answers. Featuring interviews with CEOs of such leading corporations as Kodak and American Express, Sheth and Sobel, two of the field's preeminent authorities, outline a series of proven skills and techniques that seperate the extraordinary from the ordinary. Readers will learn how to build trust through consistency and reliability, balance professional independence with client devotion, practice crucial "big picture thinking" and much more.

An arsenal of powerful questions that will transform every conversation Skillfully redefine problems. Make an immediate connection with anyone. Rapidly determine if a client is ready to buy. Access the deepest dreams of others. Power Questions sets out a series of strategic questions that will help you win new business and dramatically deepen your professional and personal relationships. The book showcases thirty-five riveting, real conversations with CEOs, billionaires, clients, colleagues, and friends. Each story illustrates the extraordinary power and impact of a thought-provoking, incisive power question. To help readers navigate a variety of professional challenges, over 200 additional, thought-provoking questions are also summarized at the end of the book.In Power Questions you’ll discover: The question that stopped an angry executive in his tracksThe sales question CEOs expect you to ask versus the questions they want you to askThe question that will radically refocus any meetingThe penetrating question that can transform a friend or colleague’s lifeA simple question that helped restore a marriage When you use power questions, you magnify your professional and personal influence, create intimate connections with others, and drive to the true heart of the issue every time.

The Relationship Laws that Drive SuccessThere are powerful but invisible laws that determine whether your relationships —with your clients, colleagues, and friends—will thrive or wither. These relationship laws are ever-present. When you align with them, the results are dramatic. Your network will grow rapidly. You’ll be seen by clients as a trusted partner rather than an expense to be managed. And you’ll find the people around you eager to help you succeed.When you ignore the laws, however, your efforts will falter. Relationship building will seem like very hard work.Power Relationships gives readers a unique, entertaining guide to relationship success at work and in life. Each of the 26 laws is illustrated and explained using a compelling, real-life story that shows how to implement it. The second section of the book presents 16 common relationship challenges with specific solutions. You’ll read about: The top Citigroup executive whose relationship with a CEO was changed forever on a business trip that exploded into chaos, and how you can use the same principle to deepen your own relationships.The philanthropist who, on the verge of being mugged in a dark parking lot, learns how his actions have had an unimaginable ripple effect across several generationsHow one of the authors flew halfway around the world and used Law 18—“Make them curious”—to turn a make-or-break, five-minute meeting with a top executive into a long-term relationship.  The chance encounter on an airplane with a famous actor that revealed a simple but profound truth. It’s Law 25: “Build your network before you need it.”Sobel (author of Clients for Life, All for One, and Power Questions (with Panas)) and Panas (author of Asking and Supremely Successful Selling) have sold over half a million books and are the leading authorities in their field. Power Relationships is a unique, road-tested guide to relationship success.