All For One (PDF)
10 Strategies for Building Trusted Client Partnerships
(Sprache: Englisch)
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...
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...
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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.
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.
Inhaltsverzeichnis zu „All For One (PDF)“
Part One: A Roadmap for Building Trusted Client Partnerships. Introduction: Transforming Your Client Relationships. 1. Reaching Level 6: Trusted Client Partner. 2. Employing Ten Integrated Strategies. Part Two: The Individual Strategies. 3. Strategy One: Becoming an Agenda Setter. 4. Strategy Two: Developing Relationship Capital. 5. Strategy Three: Engaging New Clients. 6. Strategy Four: Institutionalizing Client Relationships. 7. Strategy Five: Adding Multiple Layers of Value. Part Three: The Institutional Strategies. 8. Strategy Six: Targeting the Right Clients. 9. Strategy Seven: Building a Client Leadership Pipeline. 10. Strategy Eight: Promoting Collaboration. 11. Strategy Nine: Listening to Clients. 12. Strategy Ten: Creating a Unique Client Experience. Part Four: Commonly asked Questions. 13. Answers to the Most Commonly Asked Questions About Client Relationships. 14. Conclusion: Implementing the Ten Strategies.
Autoren-Porträt von Andrew Sobel
ANDREW SOBEL is a leading authority on the skills and strategies for building enduring client relationships. He is the author of Making Rain and coauthor of Clients for Life, and his work has appeared in a variety of publications including the New York Times and the Harvard Business Review. As President of Andrew Sobel Advisors, he helps organizations build lifelong client partnerships. His clients range from major public companies to leading professional service firms. A former senior vice president at Gemini Consulting, he earned his MBA at Dartmouth's Tuck School. To learn more or contact Andrew directly, please visit www.AndrewSobel.com.
Bibliographische Angaben
- Autor: Andrew Sobel
- 2009, 1. Auflage, 320 Seiten, Englisch
- Verlag: John Wiley & Sons
- ISBN-10: 0470485337
- ISBN-13: 9780470485330
- Erscheinungsdatum: 15.04.2009
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Sprache:
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