Making Rain: The Secrets of Building Lifelong Client Loyalty

  • 3h 44m
  • Andrew Sobel
  • John Wiley & Sons (US)
  • 2003

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.

Sobel 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 that consistently 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, and Benjamin Franklin, who exemplified the ability to create a lifelong network of loyal clients and colleagues.

About the Author

Andrew Sobel is a leading authority on the skills and strategies required to build enduring client relationships. A noted business strategist and popular speaker, his clients have included such prominent companies as Citigroup, Cox Communications, Fulbright & Jaworski, Booz Allen Hamilton, and Hewitt Associates. He is coauthor of the acclaimed book Clients for Life, as well as dozens of articles on relationship building and loyalty. Formerly a senior vice president of one of the world’s largest management consulting firms, he is now President of Andrew Sobel Advisors, a strategy consulting and professional development firm. He earned his BA at Middlebury College and holds an BA from Dartmouth’s Tuck School of Business.

In this Book

  • The Loyalty Equation: Three Factors that Determine Your Client's Loyalty
  • Are You an Extraordinary Advisor?
  • Breakthrough Strategies for Experts
  • Building Trust in the First Ten Minutes
  • More Important Than Your 401(k): Building Your Relationship Capital
  • Benjamin Franklin's Secret Weapon
  • Why a Client Might Like You
  • The Myth of Meeting Client Expectations
  • Leonardo da Vinci: Why Lutes and Madonnas Matter
  • Finding the Hidden Creases: Influencing Your Clients
  • I Love My Guru ... and Other Client Pitfalls
  • The Relationship Masters
  • The Doubting Mind
  • The Deep Generalist and the Branded Expert
  • How to Identify Client Needs
  • The Power of Size: Developing Large, Multi-Year Client Relationships
  • The Right Foot: Four Ways to Start a Relationship and Position it for the Long Term
  • Five Ways to Grow Your Client Relationships
  • Are Clients Meeting Your Expectations?
  • Sustaining and Multiplying
  • Merlin: Working a Little Magic with Your Clients
  • Five Steps to New Business with Old Clients
  • The Rothschild Bankers: The Power of Unique Capabilities
  • Cultivating the Attitude of Independent Wealth
  • Managing Client Relationships During Uncertain Times
  • Developing Relationships with Foreign Clients: Try Not to Commit These Gaffes
  • Becoming a Firm that Makes Rain: How Great Organizations Build Clients for Life
  • Do You Have the Ability to Make Rain?: Two Assessment Tools for Individuals and Organizations
  • A Pantheon of Client Advisors
  • Notes