Cover image for Making rain : the secrets of building lifelong client loyalty
Title:
Making rain : the secrets of building lifelong client loyalty
Author:
Sobel, Andrew, 1955-
Personal Author:
Publication Information:
Hoboken, N.J. : Wiley, [2003]

©2003
Physical Description:
xvii, 238 pages : illustrations ; 24 cm
Language:
English
Electronic Access:
Table of contents http://www.loc.gov/catdir/toc/wiley031/2002013643.html
ISBN:
9780471264590
Format :
Book

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HF5415.525 .S63 2003 Adult Non-Fiction Non-Fiction Area
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Summary

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 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.


Author Notes

ANDREW SOBEL is a leading authority on the skills and strategies required to build enduring client relationships. A noted business strategist and popular speaker, his clients have included such prominent companies as Citigroup, Cox Communications, Fulbright & Jaworski, Booz Allen Hamilton, and Hewitt Associates. He is coauthor of the acclaimed book Clients for Life, as well as dozens of articles on relationship building and loyalty. Formerly a senior vice president of one of the world's largest management consulting firms, he is now President of Andrew Sobel Advisors, a strategy consulting and professional development firm. He earned his BA at Middlebury College and holds an MBA from Dartmouth's Tuck School of Business.


Reviews 2

Booklist Review

Sobel, a consultant, offers his approach to developing optimum client relationships with advice on how to break into a client's inner circle by becoming a trusted advisor. We learn that a rainmaker is one who snags big clients and closes big deals with skills to build deep client relationships for the long term by consistently adding value. Using stories, diagrams, and valuable insight, the author provides suggestions for becoming a trusted advisor, an intellectual partner, and hence a rainmaker. The author gives readers his views on how to move from the first relationship phase as an expert for hire to the role of steady supplier who is rewarded with repeat business. The next level, trusted advisor, is achieved through attributes, attitudes, and strategies that add value year after year and culminate in lifelong loyalty and insider status. Sobel concludes with an assessment tool to determine individual or organizational strengths and weaknesses by analyzing their relationships and the role they play with each client. --Mary Whaley


Publisher's Weekly Review

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. Although the lessons aren't strokes of genius, they should help professionals through most dry spells. Agent, Helen Rees. (Feb. 14) (c) Copyright PWxyz, LLC. All rights reserved


Table of Contents

Introduction: Learning to Make Rain All of the Timep. ix
Part 1 Breaking Through as an Expert
1 The Loyalty Equation: Three Factors That Determine Your Client's Loyaltyp. 3
2 Are You an Extraordinary Advisor?p. 12
3 Breakthrough Strategies for Expertsp. 21
4 Building Trust in the First Ten Minutesp. 28
5 More Important than Your 401(k): Building Your Relationship Capitalp. 34
6 Benjamin Franklin's Secret Weaponp. 42
7 Why a Client Might Like Youp. 47
8 The Myth of Meeting Client Expectationsp. 55
9 Leonardo da Vinci: Why Lutes and Madonnas Matterp. 60
10 Finding the Hidden Creases: Influencing Your Clientsp. 68
Part One Summary: Are You Breaking Through as an Expert?p. 77
Part 2 Moving into the Inner Circle
11 I Love My Guru ... and Other Client Pitfallsp. 81
12 The Relationship Mastersp. 85
13 The Doubting Mindp. 90
14 The Deep Generalist and the Branded Expertp. 96
15 How to Identify Client Needsp. 102
16 The Power of Size: Developing Large, Multi-Year Client Relationshipsp. 111
17 The Right Foot: Four Ways to Start a Relationship and Position It for the Long Termp. 116
18 Five Ways to Grow Your Client Relationshipsp. 124
19 Are Clients Meeting Your Expectations?p. 133
Part Two Summary: Are You Moving into the Inner Circle?p. 139
Part 3 Sustaining Relationships Year after Year
20 Sustaining and Multiplyingp. 143
21 Merlin: Working a Little Magic with Your Clientsp. 151
22 Five Steps to New Business with Old Clientsp. 156
23 The Rothschild Bankers: The Power of Unique Capabilitiesp. 166
24 Cultivating the Attitude of Independent Wealthp. 173
25 Managing Client Relationships during Uncertain Timesp. 178
26 Developing Relationships with Foreign Clients: Try Not to Commit These Gaffesp. 187
27 Becoming a Firm That Makes Rain: How Great Organizations Build Clients for Lifep. 195
Part Three Summary: Are You Sustaining Your Relationships Year after Year?p. 209
Part 4 Getting Started: A Self-Assessment
28 Do You Have the Ability to Make Rain? Two Assessment Tools for Individuals and Organizationsp. 213
A Pantheon of Client Advisorsp. 217
Notesp. 223
Indexp. 229