Making Rain: The Secrets of Building Lifelong Client Loyalty
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.
What people are saying - Write a review
We haven't found any reviews in the usual places.
Other editions - View all
add value Alan Weiss Andrew Sobel asked assessment Baby Boomers Baltasar Gracian banking big-picture branded expert build trust called career Chapter client advisors client loyalty client needs client relationships client’s organization company’s consulting firm corporate create culture customers deep generalist develop example executives expert for hire expertise extra mile feel focus Fortune 500 Franklin go the extra Hewitt Associates ideas implement important individual industry insight interests invest issues Jagdish Sheth Jesuits Leonardo Leonardo da Vinci long-term client long—term major Mayer Amschel meeting Merlin offer partner past clients permission marketing potential client practice principles problem profes professionals proposal Rain rainmaker rela relationship capital relationship management Robert Cialdini Rothschild selling senior Siebel Siebel Systems skills someone strategy success talk tell things tion tionships told value—added What’s you’re you’ve