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All For One: 10 Strategies for Building Trusted Client Partnerships [Kindle Edition]

Andrew Sobel
4.9 out of 5 stars  See all reviews (15 customer reviews)

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Book Description

Corporate clients are demanding more value from their external advisors, and consolidating their business around a smaller number of firms. These trends are forcing a variety of service providers—from consulting firms to large banks—to confront a series of difficult challenges:
  • How do we create an ‘all-for-one, one-for-all’ culture in which the whole is greater than the sum-of-the-parts and we succeed in leveraging our global network to deliver value to clients?"
  • How do we mobilize the right people, resources, and ideas—across a multitude of organizational and geographic boundaries—into each and every client relationship?"
  • How do we evolve from a trusted advisor to a trusted partner and build multi-year, institutional relationships?

All for One answers these questions with an innovative and comprehensive model for developing enduring, institutional client relationships—what Andrew Sobel refers to as Level 6 Trusted Client Partnerships. It offers readers ten specific strategies that are thoroughly supported by case studies, best practices from leading firms, and implementation tools. The individual professional is principally responsible for five of these strategies, while the firm—the institution—must support and drive the other five. When you successfully execute against all ten of these building blocks, you develop long-term, professional-client partnerships that provide great value to the client and high levels of personal satisfaction and profitability for the service provider.

 



Editorial Reviews

Review

All for One is thought provoking and actionable, making it a valuable roadmap 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.
Sir Winfried Bischoff, Chairman, Citigroup

All for One is a goldmine of best practices. Five years’ scrutiny of 50 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

From the Inside Flap

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 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. 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 level—trusted partner—with 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 relationships—employing five growth pathways to expand existing clients

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

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

Adding multiple layers of value—tapping 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.


Product Details

  • File Size: 1413 KB
  • Print Length: 320 pages
  • Publisher: Wiley; 1 edition (April 13, 2009)
  • Sold by: Amazon Digital Services, Inc.
  • Language: English
  • ASIN: B0027976JU
  • Text-to-Speech: Enabled
  • X-Ray:
  • Word Wise: Not Enabled
  • Lending: Enabled
  • Amazon Best Sellers Rank: #472,589 Paid in Kindle Store (See Top 100 Paid in Kindle Store)
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Customer Reviews

Most Helpful Customer Reviews
10 of 11 people found the following review helpful
5.0 out of 5 stars "Unus pro omnibus, omnes pro uno" April 24, 2009
Format:Hardcover
Those who have read the novel, Three Musketeers, already know that its author, Alexander Dumas pere, took advantage of every appropriate opportunity to have his principal characters (d'Artagnan and his friends Athos, Porthos, and Aramis) proclaim "One for all, all for one!" Andrew Sobel had that motto in mind when selecting a title for this book because it is in this same spirit of solidarity and comradeship that he introduces and then explains ten strategies "for building trusted client partners," for creating what Ben McConnell and Jackie Huba characterize as "customer evangelists." In an exceptionally informative Introduction, Sobel briefly acknowledges six important trends and pressures that should guide and inform relationship-building strategies, briefly reviews three epochs of client relationships, and then provides a "quick sampling" of several practices (e. g. enhancing dialogue with clients exemplified by Bain & Company and customizing the relationship experience exemplified by WPP) that he will examine when presenting ten strategies for building what he characterizes as "trusted client partner ships."

Sobel carefully organizes the material that follows within four Parts: First he presents case studies of two "extraordinarily successful trusted client partnerships" and defines the six levels of professional relationships before summarizes the aforementioned ten strategies; next, he rigorously examines the first five strategies that are primarily (not exclusively) the responsibility of an individual professional; then he rigorously examines the second five strategies that are institutional and require specific commitment and support of senior management; and finally, he poses and answers the 17 most commonly asked questions about how to build long-term client relationships.
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8 of 9 people found the following review helpful
Format:Hardcover
Sobel's new book, All for One, is a comprehensive guide to building large-scale client relationships--to moving beyond trusted advisor to trusted partner. I am a big fan of Sobel's previous books, especially Clients for Life, and All for One does not disappoint--in fact it sets the benchmark for how you develop the people and create the organization required to develop and grow what he calls "level 6" trusted partnerships.

The premise of the book is that the organization that surrounds the rainmaker is as or more important than the rainmaker himself, and that to build trusted client partnerships you must develop a highly collaborative culture that takes a long-term view of client development. Sobel notes that many large companies are reducing the number of consulting firms, law firms, banks, etc. that they are willing to deal with, and they are demanding more value from these service providers. Advisory firms, on the other hand, have developed such complex organizations that they are having trouble creating a whole that is greater than the sum-of-the-parts. By getting the right people and ideas to flow easily into each of your client relationships, and institutionalizing them, you create value for both sides.

Sobel sets out ten main strategies in the book. They include becoming an agenda setter, building individual relationship capital, engaging effectively with c-level executives, going from individual to institutional relationships, adding multiple layers of value, building a client leadership pipeline to develop and support relationship managers, building a culture of collaboration, and creating a truly unique client experience.
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5 of 5 people found the following review helpful
5.0 out of 5 stars Amongst the best business books I have read September 26, 2010
Format:Hardcover|Verified Purchase
This is an incredibly practical and straightforward business book. it is the first of Sobel's works that i have read but I am well impressed.

One of the most important themes that the book develops and reinforces is the deepening of business relationships with a select group of clients - as opposed to the shotgun approach of many business authors on the emergence of social media based initiatives. This sniper like approach not only makes sense, but should be at the core of thinking for all professionals. Quality over quantity.

Many other pearls in this book. Well done to the author.
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2 of 2 people found the following review helpful
5.0 out of 5 stars A great read that covers new ground April 10, 2009
Format:Hardcover
So many books on networking and client relationships have flooded the market in the last five years that I am a real skeptic that there's much new to say. We don't need to be told that relationships are important and that we have to build trust with clients.

All for One is different, and in it Sobel takes a new slant. It has so many good ideas that it's hard to summarize everything in one sentence, but if I had to it would be this: Service firms must get better at building long-term, institutional partnerships with their clients; and to do this they need to develop an interconnected set of individual and organizational capabilities. The book lays out what these capabilities are in about ten core chapters, and I learned something important in every one of them.

Sobel's writing is clear and well organized, and his examples are excellent. The chapter on value is especially interesting, and it includes a variety of examples of professional firms that have developed innovative ways of generating new ideas for clients. His chapter on collaboration in services firms is also fascinating. It starts by looking at the evolution of human collaboration, and then sets out a clear and convincing framework of three drivers of collaboration. His examples are wide-ranging and intriguing, ranging from the Beatles (the whole was greater than the sum-of-the-parts) to the US Military Joint Forces Command (getting different service branches to work together seamlessly). I give it five stars without hesitation. If you want to go from selling small projects to building multi-million dollar client relationships, this book shows you how.
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Most Recent Customer Reviews
4.0 out of 5 stars Very helpful
This was required reading in my new job, but the questions are very helpful in establishing relationships with customers, internal or external.
Published 8 months ago by NuSiKu
5.0 out of 5 stars Mr. Sobel gets it and knows how to deliver it!
I try to read every thing I can get my hands from Mr. Sobel. He is remarkable gifted! Never disappoints me with his message. The inside of the book is full of yellow! Read more
Published 11 months ago by Harry Pappas
5.0 out of 5 stars Exactly what I wanted.
Andrew Sobel is the guru of consulting. This is a "must read" if you are tasked to come to the aide of organizations large or small. Great, actionable content. Read more
Published 16 months ago by Consumer
4.0 out of 5 stars All for one review
The ultimate goal is to be a trusted adviser to your client where you are helping to shape your client's agenda and meeting many of their needs. Read more
Published on February 6, 2011 by efrealtor
5.0 out of 5 stars Paving New Ground
The book covers how to build trusting client relationships. It is the best book on the subject I have read - by far. Read more
Published on September 30, 2009 by Scott Simmonds
5.0 out of 5 stars Credible and Practical Insights
"Andrew Sobel is a consultant of consultants. His insights have been simmered on a base of tens of thousands of consultant hours both as an executive at a large corporation and as... Read more
Published on September 6, 2009 by Andres T. Tapia
5.0 out of 5 stars Creating the Structures and Cultures for Internal Collaboration
Andrew Sobel's book comes at a perfect time, especially for professional service firms. When economic recessions inevitably strike, firms in the knowledge industry (including... Read more
Published on August 7, 2009 by Suzanne C. Lowe
5.0 out of 5 stars If your goal is to build great client relationships- you must buy this...
If your goal is to build great client relationships as a trusted partner (giving you long lasting, challenging, profitable good work) then Sobel has written the book for you. Read more
Published on May 13, 2009 by Reg Nordman
5.0 out of 5 stars Andrew Sobel has hit the mark again
Andrew Sobel has hit the mark once again.

Every professional service provider understands the importance of strong client relationships, but Sobel offers ten innovative... Read more
Published on May 9, 2009 by Michael McLaughlin
5.0 out of 5 stars Another home run by Sobel!!!
A superb guidebook on the art and science of rainmaking and deepening client relationships. All of Sobel's books are pure gold -- engaging, reflective, intelligent, modest and... Read more
Published on May 6, 2009 by Kevin Quinley
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More About the Author

Andrew Sobel (www.andrewsobel.com) helps companies and individuals build clients for life. He is the most widely published author in the world on the topic of business relationships, and his bestselling books have been translated into over 10 languages. They include Power Relationships, Power Questions, All for One, Making Rain, and Clients for life. All for One was recently voted one of the top 10 sales and marketing books of the decade by a major marketing publication. His clients include many of the world's leading companies such as Citigroup, Hess, Cognizant, Ernst & Young, Booz Allen Hamilton, Deloitte, Experian, Lloyds Banking Group, and many others. Andrew's articles and work have appeared in publications such as the New York Times, USA Today, strategy+business, and the Harvard Business Review. He spent 15 years at Gemini Consulting where he was a Senior Vice President and country Chief Executive Officer, and for the last 16 years he has led his own consulting firm, Andrew Sobel Advisors. Andrew has been married for 31 years and has three children. He can be reached at www.andrewsobel.com.


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