It Starts With Clients

More about the book

World-renowned client relationship authority Andrew Sobel presents a proven 100-day plan to tackle 14 critical client development challenges, aimed at significantly growing your business. Drawing from 25 years of unique research, including interviews with over 8,000 top executives and successful rainmakers, Sobel offers a practical roadmap for acquiring new clients and enhancing existing relationships. You'll learn strategies to confidently transition from initial meetings to signed contracts and discover techniques for setting agendas that generate a consistent flow of sole-source business. Master the art of reframing client requests for broader, higher-impact engagements and sharpen your ability to ask transformative questions that elevate client relationships. Additionally, you'll gain insights into developing advisory relationships with influential C-suite executives. Each weekly challenge is illustrated with real-life examples from thousands of executive meetings, along with success strategies from Sobel's experience in leading three highly successful professional service businesses. Having taught these methods to over 50,000 professionals globally, Sobel provides a highly readable and portable masterclass suitable for both newcomers seeking to build their client base and seasoned practitioners aiming to accelerate business growth.