Clients For Life: How Great Professionals Develop Breakthrough Relationships: Amazon.ca: Andrew Sobel, Jagdish Sheth: Books

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From Publishers Weekly

Whereas most professionals aim to develop long-term relationships with their clients, many find that their clients may treat them more like a one-shot expert-for-hire than that trusted member of the inner circle. Arguing that in today's competitive era, clients are always looking for those who can distinguish themselves from the othersDwhether it is by being available 24 hours a day or by solving a difficult problemDSheth, a marketing professor, and Sobel, a consultant, draw on the insights of the CEOs of such corporations as GE and American Express to present a simple, strategic approach designed for anyone who wants to serve clients better. Even more important than availability and creativity is the consultant's objectivity and ethics, Sheth and Sobel aver. The best consultants always demonstrate they are putting their client's interest foremost and never recommend projects as a means to advance their own objectives or extend their agreements. Furthermore, the authors argue, the most successful consultants don't take on work merely for the money, but because they believe in a product or service and want to maintain a relationship with the client. The authors present their message clearly (highlighting their points in sidebars throughout the text) and understand that clients aren't always perfect; sometimes they want free advice or someone simply to confirm that their established plans are appropriate. One of the best "client-relationship" books published recently, this practical guide offers powerful insights for professional advisers and customers alike.
Copyright 2000 Reed Business Information, Inc.

Review

Warren Bennis Distinguished Professor of Business Administration, USC, and author of "Organizing Genius" and "Co-Leaders" The subtle art of giving advice and counsel, and of maintaining a vibrant professional relationship with clients, has never been written about so wisely and with such significance since Machiavelli's advice to the Prince.

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First Sentence
IN JANUARY OF 1941, President Franklin D. Roosevelt invited Wendell Willkie, who had lost his own bid for the presidency the year before, to visit him at the White House. Read the first page

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Front Cover | Copyright | Table of Contents | Excerpt | Back Cover

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Customer Reviews

11 Reviews

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4.6 out of 5 stars (11 customer reviews)

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5.0 out of 5 stars Delivers as advertised, Aug 16 2002

By

Susan Dunn "The EQ Coach" (Dallas,, Tx United States) - See all my reviews
(REAL NAME)

This review is from: Clients For Life: How Great Professionals Develop Breakthrough Relationships (Hardcover)

I'm a personal/professional development coach and have put into practice the wisdom of this book, with gratifying results. What more can I say? Heavy on the theory and rationale, it helped me see that I was going in the right direction giving exceptional service and really welcoming clients into my life. Many tips on how to develop these relationships in language easy to understand. I give it 5 stars.

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5.0 out of 5 stars A consultants bible, Dec 28 2001

By A Customer

This review is from: Clients For Life: How Great Professionals Develop Breakthrough Relationships (Hardcover)

I read this book as part of a course designed for professionals who want to consider consulting as a career. The book is very well written and provides the reader with a solid strategy for successful consulting. The theory is backed up with many examples of how people have become trusted advisors and as a result very sucessful with their clients. The book is an easy read and tactics presented are easy to implement.

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4.0 out of 5 stars CLIENTS/ CUSTOMERS - THE BACKBONE OF YOUR BUSINESS!, Dec 28 2001

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Sandra D. Peters "Seagull Books" (Prince Edward Island, Canada) - See all my reviews
(REAL NAME)

This review is from: Clients For Life: How Great Professionals Develop Breakthrough Relationships (Hardcover)

I have been a professional counsellor for over thirty years, both in business management and psychology, and the one constant that can always be depended upon is change. People change, times change, technology changes, and those who want to stay in the game and win, must be prepared to accept change, keep up with it, and run with it. "Clients for Life" is a well-documented, factual outlook at how to best serve the clients one has and how to hold on to them for however long it is feasible to do so. In my line of work, on the psychology side, there are no shortage of clients but some are short-term and continually change; others are long-term. Rather than become focused on the revenue that comes in each and every month, I found if one concentrates on the clients' needs and focuses on doing the best one possible can to fulfill that need, the revenue takes care of itself!

As the author quickly points out, not all existing clients/customers will last forever. Some die, some relocate, some will try the competition, and depending on the type of business, not everyone will continue to NEED your service or product on a regular basis. Most of the suggestions provided in this book are very general and apply to almost to any type of professional business; but in my opinion, other suggestions are targeted to more specific professions - it is not a one hundred percent, one-shoe-fits-all approach. For example in this province, doctors, psychologists, lawyers, accountants, etc. are prohibited by law from advertising their services, with the exception of business cards. In business management and training, however, one can freely advertise their services. Clients come through word-of-mouth and referrals from other professionals. Word-of-mouth goes a long way, and if existing clients are happy, they will indeed refer your services to others, who in turn will continue to refer your services. As a result, the client base continually escalates but, as this book indicates, a certain portion of your client base will definitely change.

In general, the book is well written and contains some sound and practical advice for developing trusting, professional realtionships. In any profession, one first must earn the respect and trust of the client before a win-win relationship can develop, and any information learned that will allow one to do that will be of great benefit down the road.

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Most recent customer reviews

5.0 out of 5 stars Read Mitchell's Review First
Don Mitchell's review is first-rate. I agree completely with his reasons for praising this book, and, I agree completely with his (and Drucker's) comments about so-called... Read more

Published on May 16 2001 by Robert Morris

5.0 out of 5 stars A great tool for those that want to have "Clients for Life"
Having been in the financial services industry for seven years, I currently enjoy the business of some long-term clients. Read more

Published on April 20 2001 by Edward C. Moscato