CORPORATE clients are putting relentless pressure on their professional service providers, demanding more value and better service. They are consolidating the number of firms that they are willing to work with, and are scrutinizing, more than ever, the fees they pay.
To respond, service providers must turn individual relationships into broad-based, institutional ones, and build a collaborative culture that mobilizes the right people, ideas, and resources-from across the organization into 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" clients -- those flagship relationships that are broad, deep, and endure for many years.
ABOUT THE AUTHOR
Andrew Sorbel is the leading authority on the skills and strategies required to develop enduring client loyalty. He has worked for 25 years as a strategy advisor to top management and his clients consist of many of the world's leading services firms.
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