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All For One: 10 Strategies for Building Trusted Client Partnerships Hardcover – April 20, 2009
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—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 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.
More About the Author
Top Customer Reviews
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.Read more ›
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.Read more ›
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.
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.
Most Recent Customer Reviews
A coherent argument for what should be obvious, and it brings new ideas to mind as I read it.Published 13 months ago by Buster Foyt
This was required reading in my new job, but the questions are very helpful in establishing relationships with customers, internal or external.Published 22 months ago by NuSiKu
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 morePublished on November 28, 2013 by Harry Pappas
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 morePublished on July 24, 2013 by Consumer
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 morePublished on February 6, 2011 by efrealtor
The book covers how to build trusting client relationships. It is the best book on the subject I have read - by far. Read morePublished on September 30, 2009 by Scott Simmonds
"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 morePublished on September 6, 2009 by Andres T. Tapia
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 morePublished on August 7, 2009 by Suzanne C. Lowe
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 morePublished on May 13, 2009 by Reg Nordman