Power Relationships (Based on his 2014 book):
Everyone is familiar with the scientific laws that govern the behavior of the physical world. There are also laws that determine whether your relationships —with your clients, colleagues, and friends—will thrive or wither.
These relationship laws are unseen but powerful. 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 cut.
When you ignore the laws, however, it’s like going against the grain. Relationship building will seem like very hard work—even fruitless.
Andrew will review 18 powerful relationship laws that will help you:
- Identify the “critical few” relationships that you need to thrive
- Position yourself as part of your client’s growth and profits, rather than a cost to be managed
- Access senior executives
- Evoke curiosity during the sales process to create “reach”
- Empathize with prospects and clients and understand their motivations, hopes, and fears
- Create greater intimacy and rapport through emotional resonance
- Be perceived as a person of interest that others want to spend time with
Develop your clients for life.
By understanding the ingredients of lifelong client loyalty, you can implement strategies to deepen and broaden your client relationships and accelerate revenue growth.
Create trusted client advisors.
Trusted client advisors exemplify seven specific attributes that set them apart from average professionals and enable them to build relationships at the highest level of any client organization.
Build an all-for-one firm.
The most successful firms have an “all-for-one, one-for-all” culture that puts clients and customers squarely at the center of the organization and provides individual relationship managers with the support they need to thrive.
Innovate and collaborate using the Beatles Principles.
The Fab Four sold 1.4 billion records by creating a whole that was greater than the sum of the parts. Learn how they collaborated to write their songs, continuously innovated, and built extraordinary fan loyalty.
Unleash the power of Power Questions.
The right question asked at the right time is an extraordinarily powerful tool to win business and build relationships. Quick answers can shut down the conversation, whereas thought-provoking questions expand it.
About Andrew Sobel:
Andrew Sobel is the leading authority on the strategies and skills required to build clients for life and develop trusted business relationships. The most widely published author in the world on this topic, he has written eight acclaimed, bestselling books including Power Relationships, Power Questions, Building C-Suite Relationships, All for One, Making Rain, and Clients for Life. Andrew’s books have been translated into ten languages and sold around the world. For over a year, Power Questions was continuously one of the top 30 bestselling new business books in the United States according to Bookscan, and the number one bestselling book on communications on Amazon. All for One was voted one of the top 10 sales and marketing books of the decade by a major marketing publication, and Clients for Life was an international bestseller that established an entire genre of business books on client relationships. Andrew has also published over 150 articles and contributed chapters to four books on leadership, strategy, and marketing.
Andrew has worked for 31 years as both a strategy advisor to senior management and an executive educator and coach. Many of the world’s leading companies number among Andrew’s clients. These include established public companies such as Citigroup, WPP, Xerox, Experian, Hess, Bank of America Merrill Lynch, Towers Watson, Cognizant, UBS, and Lloyds Banking Group; and also many privately held professional service firms, including Booz Allen Hamilton, Bain & Company, Booz & Company, Spencer Stuart, The Ken Blanchard Companies, Duke Corporate Education, Fulbright & Jaworski, Ernst & Young, Deloitte, and many others.
His articles and work have been featured in a variety of publications including USA Today, The New York Times, Business Week, Forbes.com, the Harvard Business Review, strategy+business, and Advertising Age, and he has appeared on numerous television programs such as ABC’s World News This Morning and the Fox Strategy Room. One of his articles, “The Beatles Principles,” was featured in major newspapers and media in over 20 countries around the world.
A former Senior Vice President and Country Chief Executive with Gemini Consulting (formerly the MAC Group), Andrew lived and worked in Europe for 13 years and speaks four languages. He graduated from Middlebury College with honors and earned his MBA from Dartmouth’s Tuck School. He is President of Andrew Sobel Advisors, an international consulting firm.