All For One: 10 Strategies for Building Trusted Client Partnerships - Tapa dura

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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.

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Praise for All For One

"Andrew Sobel clearly understands that trust is not an abstract concept?it is a personal bond forged over time in the best relationships. All for One is thought-provoking and actionable, making it a valuable road map for building trust and mutual benefit between clients and advisors."
?Ralph W. Shrader, Chairman and Chief Executive Officer, Booz Allen Hamilton

"In All for One, Andrew Sobel takes an important further step in defining great client relationships by eloquently describing how to build trusted partnerships. At a time when corporations are seeking more in-depth and fewer relationships, the concept of partnership and how to achieve it is highly relevant and topical."
?Sir Winfried Bischoff, Chairman, Citigroup

"Successful professional service firms will have more than their share of 'trusted advisors.' The great firms will be those that have converted their individual relationships into trusted client partnerships for their institutions. In All for One, Andrew Sobel shows the way to do this. This book is not to be missed by leaders of professional service firms with the high aspiration to be great."
?Steven B. Pfeiffer, Chair, Executive Committee, Fulbright & Jaworski LLP

"Andrew Sobel's techniques have been instrumental in building our client-first culture at Cognizant. As our market continues to evolve, All for One will help us chart the course towards trusted partner status with each of our clients."
?Francisco D'Souza, Chief Executive Officer, Cognizant

"All for One is a gold mine of best practices for building a culture around personalized relationships and then supporting these through collaboration and the mobilization of resources. Five years' scrutiny of fifty major service-based relationships?combined with the author's deep expertise on what makes service firms successful?make Andrew Sobel's guidance accessible, credible, and invaluable."
?Edward E. Nusbaum, Chief Executive Officer, Grant Thornton LLP

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Corporate clients are putting relentless pressure on their professional advisors. They want more value and better service. They are consolidating the number of firms that they are willing to work with. They are scrutinizing, more than ever, the fees they pay.

To respond, service firms must turn individual relationships into broad-based, institutional ones and build a collaborative culture that mobilizes the right people, ideas, and resourcesfrom across the organizationinto each client relationship. The goal is to build a trusted partnership that adds value, reduces risk, and creates stability for both your clients and your firm.

Based on a five-year study of leading firms in professional services and other advice-based businesses, relationship authority Andrew Sobel has created a comprehensive guide to developing what he calls "Level 6" clientsthose flagship relationships that are broad, deep, and endure for many years. In Sobel's first book, Clients for Life, he laid out a clear path to take you from expert-for-hire to trusted client advisor. All for One takes you and your firm to the next leveltrusted partnerwith practical advice illustrated by more than 100 examples of best practices from the world's top services firms.

All for One presents ten essential strategies for building an all-for-one culture and systematically growing your client relationships. Incorporating a wealth of detailed, tactical advice, these powerful strategies include:

Institutionalizing relationshipsemploying five growth pathways to expand existing clients

Building a client leadership pipelinedeveloping and supporting relationship managers who can lead trusted client partnerships for your firm

Promoting collaborationcreating an all-for-one, client-centered culture where people and ideas easily cross organizational boundaries

Adding multiple layers of valuetapping into six sources of value leverage for clients

Employing rich examples from Booz Allen Hamilton, Lloyds Banking Group, Ernst & Young, and dozens of other leading firms, All for One is a definitive guide for professionals who aspire to trusted partner status with their clients.