Making Rain: The Secrets of Building Lifelong Client Loyalty

Note moyenne 3,3
( 10 avis fournis par GoodReads )
 
9780471264590: Making Rain: The Secrets of Building Lifelong Client Loyalty

Making Rain 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.

Les informations fournies dans la section « Synopsis » peuvent faire référence à une autre édition de ce titre.

Revue de presse :

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. Altl1Ough the lessons aren′t strokes of genius, they should help professionals through most dry spells. Agent, Helen Rees. (Feb. 14) ( Publishers Weekly, February 2003)

The grand visions of the new economy encouraged many consultants to adopt an impatient and dictatorial manner. With little regard for their clients′ cultures or competencies, they often urged companies to adopt ambitious strategies and transform their organizations. But in this follow–up to Sobel′s coauthored Clients for Life, we get a refreshing reminder that sheer brainpower and eloquence are less important than we might thing. Sobel tells his fellow consultants that to win repeat business, they should focus on building relationships with clients and leveraging the resources at hand. He regards relationship building not as a necessary chore but as the foundation for advancing all truly useful advice–only by gaining clients′ complete trust, he insists, can consultants hope to have any influence. And he says that rather than driving new ideas, consultants should aim at adding sophistication and depth to clients′ existing ideas and capabilities. To keep from dominating the conversation, he points out, consultants need to be secure with themselves about their necessarily limited role. While slavish adherence to this modest prescription could lead to organizational stagnation – and leave consultants vulnerable when companies change leaders – it′s a sensible starting point in today′s chastened economy. (Harvard Business Review, March 2003)



"In this straightforward manual, he gives practical strategies to help leaders of service firms and large corporations alike become indispensable advisers..." ( Publishers Weekly, February 2003)

Quatrième de couverture :

Praise for Making Rain

"An entertaining and practical guide to building lifelong client loyalty, Making Rain is profoundly insightful as well as motivating. A must–read for all professionals who aspire to distance themselves from their competitors by growing client relationships that are stronger, deeper, and more valuable–for them and for their clients."
–Dale Gifford, Chief Executive, Hewitt Associates

"Few understand the advice business like Andrew Sobel, and his well–written book, Making Rain, is overflowing with insight and sage advice on how to create value for clients and earn their enduring loyalty."
–Jim Robbins, Chief Executive, Cox Communications

"This is a book that is both fascinating and fun. Brilliantly written, meticulous in detail, and penetrating in analysis–anyone who wants to master the art of being a professional advisor will benefit from it."
–Sir Brian Pitman, Senior Advisor to Morgan Stanley and former chairman, Lloyds TSB Group

"In a world where managers seem to churn over more frequently than inventories, Andrew Sobel′s new book, Making Rain, is a welcome respite, a savvy guide to lasting client and customer relationships."
–Stan Davis, author, It′s Alive and Blur

"Making Rain appeals to everyone in business, not just in professional services. Andrew Sobel highlights how the interaction of relationships, longevity of trust, innovative ideas, and expertise combine to produce results and long–term loyalty. An excellent read that is full of insights."
–Sir Win Bischoff, Chairman, Citigroup Europe

"In Making Rain, Andrew Sobel demonstrates a deep understanding of how resilient client relationships are formed and why some professionals are pulled in closer and closer by their clients while others, just as skilled technically, do not establish such relationships. His description of the attributes of extraordinary advisors is a must–read for leaders of professional services firms."
–Steven B. Pfeiffer, Chairman, Fulbright & Jaworski LLP

Les informations fournies dans la section « A propos du livre » peuvent faire référence à une autre édition de ce titre.

Meilleurs résultats de recherche sur AbeBooks

1.

Andrew Sobel
ISBN 10 : 0471264598 ISBN 13 : 9780471264590
Neuf(s) Quantité : 2
Vendeur
LVeritas
(Newton, MA, Etats-Unis)
Evaluation vendeur
[?]

Description du livre État : New. Gift Quality Book in Excellent Condition. N° de réf. du libraire 36S98W000DOM

Plus d'informations sur ce vendeur | Poser une question au libraire

Acheter neuf
EUR 9,75
Autre devise

Ajouter au panier

Frais de port : EUR 0,94
Vers Etats-Unis
Destinations, frais et délais

2.

Andrew Sobel
Edité par Wiley (2003)
ISBN 10 : 0471264598 ISBN 13 : 9780471264590
Neuf(s) Couverture rigide Quantité : 1
Vendeur
Ergodebooks
(RICHMOND, TX, Etats-Unis)
Evaluation vendeur
[?]

Description du livre Wiley, 2003. Hardcover. État : New. 1. N° de réf. du libraire DADAX0471264598

Plus d'informations sur ce vendeur | Poser une question au libraire

Acheter neuf
EUR 14,64
Autre devise

Ajouter au panier

Frais de port : EUR 3,74
Vers Etats-Unis
Destinations, frais et délais

3.

Andrew Sobel
Edité par Wiley (2003)
ISBN 10 : 0471264598 ISBN 13 : 9780471264590
Neuf(s) Couverture rigide Quantité : 1
Vendeur
Book Deals
(Lewiston, NY, Etats-Unis)
Evaluation vendeur
[?]

Description du livre Wiley, 2003. État : New. Brand New, Unread Copy in Perfect Condition. A+ Customer Service! Summary: Learn to build client loyalty that lasts a lifetime In this provocative and insightful book, client relationship authority Andrew Sobel sets out a series of innovative, practical strategies that any service professional, sales executive, or marketer can use to develop lifelong client loyalty. Based on groundbreaking client research, Making Rain contains the secrets that will allow you to develop a steady stream of new business with your existing clients on a day-in, day-out basis. Clients are loyal to professionals who add value, build personal trust, and go the extra mile. Making Rain shows readers, step by step, how to deliver on these three ingredients of client loyalty at every major stage of the relationship. First, it illustrates how to break out of the expert-for-hire label and consistently win repeat business. You' ll learn about the essential attributes of extraordinary client advisors; the six factors that create immediate personal rapport with a new client; and the nine breakthrough strategies that can distinguish you and your organization at the very start of a relationship. Sobel then illustrates the growth strategies you' ll need to break out of " steady supplier" relationships and truly become part of your client' s inner circle. You' ll understand, for example, why a singular focus on meeting client expectations is actually dangerous, and how to identify the next set of client needs. In the final section of Making Rain, you' ll learn how to sustain your relationships over time and develop a true partnership with your clients; how to manage client relationships through turbulent times; and how to build an entire firm thatconsistently makes rain. Throughout, Sobel uses over 100 engaging and often humorous case histories and examples, and he offers fascinating profiles of leading historical figures such as Leonardo da Vinci, the Rothschild bankers, N° de réf. du libraire ABE_book_new_0471264598

Plus d'informations sur ce vendeur | Poser une question au libraire

Acheter neuf
EUR 18,48
Autre devise

Ajouter au panier

Frais de port : Gratuit
Vers Etats-Unis
Destinations, frais et délais

4.

Andrew Sobel
Edité par Wiley (2003)
ISBN 10 : 0471264598 ISBN 13 : 9780471264590
Neuf(s) Couverture rigide Quantité : 1
Vendeur
Irish Booksellers
(Rumford, ME, Etats-Unis)
Evaluation vendeur
[?]

Description du livre Wiley, 2003. Hardcover. État : New. book. N° de réf. du libraire 0471264598

Plus d'informations sur ce vendeur | Poser une question au libraire

Acheter neuf
EUR 20,93
Autre devise

Ajouter au panier

Frais de port : Gratuit
Vers Etats-Unis
Destinations, frais et délais

5.

Andrew Sobel
Edité par Wiley (2003)
ISBN 10 : 0471264598 ISBN 13 : 9780471264590
Neuf(s) Couverture rigide Quantité : 1
Vendeur
Poverty Hill Books
(La Grange, IL, Etats-Unis)
Evaluation vendeur
[?]

Description du livre Wiley, 2003. Hardcover. État : New. HARDCOVER, BRAND NEW, Perfect Shape, No Black Remainder Mark,Fast Shipping With Online Tracking, International Orders shipped Global Priority Air Mail, All orders handled with care and shipped promptly in secure packaging, we ship Mon-Sat and send shipment confirmation emails. Our customer service is friendly, we answer emails fast, accept returns and work hard to deliver 100% Customer Satisfaction!. N° de réf. du libraire 9032418

Plus d'informations sur ce vendeur | Poser une question au libraire

Acheter neuf
EUR 19,27
Autre devise

Ajouter au panier

Frais de port : EUR 3,74
Vers Etats-Unis
Destinations, frais et délais

6.

Andrew Sobel
Edité par John Wiley and#38; Sons (2003)
ISBN 10 : 0471264598 ISBN 13 : 9780471264590
Neuf(s) Quantité : > 20
impression à la demande
Vendeur
PBShop
(Secaucus, NJ, Etats-Unis)
Evaluation vendeur
[?]

Description du livre John Wiley and#38; Sons, 2003. HRD. État : New. New Book.Shipped from US within 10 to 14 business days.THIS BOOK IS PRINTED ON DEMAND. Established seller since 2000. N° de réf. du libraire IP-9780471264590

Plus d'informations sur ce vendeur | Poser une question au libraire

Acheter neuf
EUR 29,74
Autre devise

Ajouter au panier

Frais de port : EUR 3,74
Vers Etats-Unis
Destinations, frais et délais

7.

Andrew Sobel
ISBN 10 : 0471264598 ISBN 13 : 9780471264590
Neuf(s) Couverture rigide Quantité : 1
Vendeur
AMAZINGBOOKDEALS
(IRVING, TX, Etats-Unis)
Evaluation vendeur
[?]

Description du livre Hardcover. État : BRAND NEW. BRAND NEW. Fast Shipping. Prompt Customer Service. Satisfaction guaranteed. N° de réf. du libraire 0471264598BNA

Plus d'informations sur ce vendeur | Poser une question au libraire

Acheter neuf
EUR 30,33
Autre devise

Ajouter au panier

Frais de port : EUR 3,74
Vers Etats-Unis
Destinations, frais et délais

8.

Andrew Sobel
ISBN 10 : 0471264598 ISBN 13 : 9780471264590
Neuf(s) Quantité : 1
Vendeur
Castle Rock
(Pittsford, NY, Etats-Unis)
Evaluation vendeur
[?]

Description du livre État : Brand New. Book Condition: Brand New. N° de réf. du libraire 97804712645901.0

Plus d'informations sur ce vendeur | Poser une question au libraire

Acheter neuf
EUR 30,89
Autre devise

Ajouter au panier

Frais de port : EUR 3,74
Vers Etats-Unis
Destinations, frais et délais

9.

Andrew Sobel
Edité par John Wiley and Sons Ltd, United States (2003)
ISBN 10 : 0471264598 ISBN 13 : 9780471264590
Neuf(s) Couverture rigide Edition originale Quantité : 1
Vendeur
The Book Depository US
(London, Royaume-Uni)
Evaluation vendeur
[?]

Description du livre John Wiley and Sons Ltd, United States, 2003. Hardback. État : New. 1. Auflage. 234 x 155 mm. Language: English . Brand New Book. 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. N° de réf. du libraire AAH9780471264590

Plus d'informations sur ce vendeur | Poser une question au libraire

Acheter neuf
EUR 35,28
Autre devise

Ajouter au panier

Frais de port : Gratuit
De Royaume-Uni vers Etats-Unis
Destinations, frais et délais

10.

Andrew Sobel
Edité par John Wiley and Sons Ltd, United States (2003)
ISBN 10 : 0471264598 ISBN 13 : 9780471264590
Neuf(s) Couverture rigide Quantité : 1
Vendeur
The Book Depository
(London, Royaume-Uni)
Evaluation vendeur
[?]

Description du livre John Wiley and Sons Ltd, United States, 2003. Hardback. État : New. 234 x 155 mm. Language: English . Brand New Book. 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. N° de réf. du libraire AAH9780471264590

Plus d'informations sur ce vendeur | Poser une question au libraire

Acheter neuf
EUR 35,46
Autre devise

Ajouter au panier

Frais de port : Gratuit
De Royaume-Uni vers Etats-Unis
Destinations, frais et délais

autres exemplaires de ce livre sont disponibles

Afficher tous les résultats pour ce livre