Clients for Life

Evolving from an Expert-for-Hire to an Extraordinary Adviser

By: Andrew Sobel, Jagdish Sheth

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Paperback | 12 March 2002 | Edition Number 1

At a Glance

Paperback
272 Pages

Dimensions(cm)
21.43 x 13.97 x 2.54

Paperback

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Finally, the book that all professionals frustrated with fleeting client loyalty and relentless price pressure have waited for—the first in-depth, guide to developing lasting client relationships.

Millions of people in this country earn their livings by serving clients, and their numbers are growing every day. Unfortunately, far too few develop the skills and strategies needed to rise to the top in a world where clients have almost unlimited access to information and expertise. Clients for Life sets forth a comprehensive framework for how professionals in all fields can develop breakthrough relationships with their clients and enjoy enduring client loyalty.

Supported by more than 100 case studies and wisdom gleaned from interviews with dozens of leading CEOs and prominent business advisors, Clients for Life identifies what clients really want and lays out the core qualities that distinguish the client advisor—an irreplaceable resource—from the expert for hire, a tradable commodity.

Readers will learn, for example, to develop selfless independence, which tempers complete emotional, intellectual, and financial independence with a powerful commitment to client needs; to become deep generalists and overcome the narrow perspective caused by specialization; to systematically build lifelong trust; and to cultivate the power of synthesis—big-picture thinking—that is so highly valued by clients.

Portraits of history''s most famously successful advisors, including Machiavelli, Sir Thomas More, and J. P. Morgan, underscore these timeless qualities that modern professionals need to develop to excel in today''s competitive environment.

Industry Reviews

USA Today Everything you ever wanted to know about being the perfect consultant is in Clients for Life...valuable for the most seasoned advisor, whether a lawyer, an accountant, or marketing professional.

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You Can Find This Book In

Non-Fiction Business & Management Sales & Marketing Public Relations Reference, Information & Interdisciplinary Subjects Encyclopaedias & Reference Works Reference Works Customer Services Business Strategy Business Competition Consultancy & Grants for Businesses Entrepreneurship / Start-ups

Business Communication & Presentation

Introduction	p. 13
What Clients Want: From Knowledge Worker to Wisdom Worker	p. 21
Selfless Independence: Balancing Detachment and Dedication	p. 43
Hidden Cues: Becoming Empathetic	p. 63
Deep Generalists: Building Knowledge Depth and Breadth	p. 86
The Big Picture: Cultivating Powers of Synthesis	p. 113
An Eye for Winners: Developing Great Judgment	p. 144
The Powers of Conviction: Drawing Strength from Your Values	p. 172
What Money Cannot Buy: Creating Trust through Integrity	p. 192
Pitfalls and Dilemmas: Avoiding the Land Mines in Client Relationships	p. 217
The Soul of the Great Professional	p. 240
The Historical Advisers in Clients for Life	p. 256
Notes	p. 261
Acknowledgments	p. 266
Table of Contents provided by Syndetics. All Rights Reserved.

Clients for Life

Evolving from an Expert-for-Hire to an Extraordinary Adviser

At a Glance

Paperback

Industry Reviews

Shipping

How to return your order

Defective items

You Can Find This Book In

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