Whereas most professionals aim to develop long-term relationships with their clients, many find that their clients may treat them more like a one-shot expert-for-hire than that trusted member of the inner circle. Arguing that in today's competitive era, clients are always looking for those who can distinguish themselves from the othersDwhether it is by being available 24 hours a day or by solving a difficult problemDSheth, a marketing professor, and Sobel, a consultant, draw on the insights of the CEOs of such corporations as GE and American Express to present a simple, strategic approach designed for anyone who wants to serve clients better. Even more important than availability and creativity is the consultant's objectivity and ethics, Sheth and Sobel aver. The best consultants always demonstrate they are putting their client's interest foremost and never recommend projects as a means to advance their own objectives or extend their agreements. Furthermore, the authors argue, the most successful consultants don't take on work merely for the money, but because they believe in a product or service and want to maintain a relationship with the client. The authors present their message clearly (highlighting their points in sidebars throughout the text) and understand that clients aren't always perfect; sometimes they want free advice or someone simply to confirm that their established plans are appropriate. One of the best "client-relationship" books published recently, this practical guide offers powerful insights for professional advisers and customers alike.
Copyright 2000 Reed Business Information, Inc. --This text refers to an out of print or unavailable edition of this title.
USA Today Everything you ever wanted to know about being the perfect consultant is in Clients for Life...valuable for the most seasoned advisor, whether a lawyer, an accountant, or marketing professional.See all Editorial Reviews
So often in business, we focus on the tangible results of profits margins, quarterly growth trends and market share, all connecting back to the dollars and cents that make our... Read morePublished 14 hours ago by Mike Lyons
I reread this book every year since I manage to learn something new from it each time. Not only will this book make you a better consultant, it will just make you wiser, period. Read morePublished on May 6, 2013 by Amazon Customer
I heard a lot of hype around this book, but it's hard for me to say anything positive when I am not sucked into it at the beginnning. It's very dry, at least at the beginning. Read morePublished on December 15, 2012 by Giovanna Mealer
This book is well written but lacks serious content.
I feel that it could be summarized into a much shorter book. Read more
Most professionals are on a journey, starting as an expert for hire who offers information and expertise to clients on a transactional basis, and ending as a trusted adviser who... Read morePublished on March 15, 2012 by John Gibbs
Who has time to read every business book we hear about? I had read what I thought was a thorough (20 page) review of this book and it reasonated with me big time. Read morePublished on July 5, 2011 by Susan R. Medwied
Excellent book from one Author about another. I use it a great deal of this information in the Classroom as well.
this is an understated gem of a book. typically you find the core of a book lying within a few chapters but I felt this book was very balanced, each chapter contributing a... Read morePublished on June 19, 2008 by Joanne Goh