Making Rain: The Secrets of Building Lifelong Client Loyalty [Hardcover]

Andrew Sobel (Author)

Book Description

ISBN-10: 0471264598 | ISBN-13: 978-0471264590 | Publication Date: January 15, 2003 | Edition: 1

Professionals who work with clients or large accounts can create lifetime relationships based on these well-researched secrets. Based drawing from extensive interviews with client executives, Making Rain offers a series of provocative insights on how to shed the expert-for-hire label and develop long-term advisory relationships. Exploding the popular myth of the "Rainmaker," a dated and dysfunctional figure that clients no longer welcome, Andrew Sobel argues that any professional can learn to "make rain" on an ongoing basis with existing clients by developing a special set of skills, attitudes, and strategies. These innovative tips and techniques from a recognized leader in the field of professional services will enable any consultant, salesperson, or service professional to create enduring client loyalty.

Editorial Reviews

From Publishers Weekly

Whether business leaders want a steady drizzle or an out-and-out monsoon, they can use Sobel's formula for landing and keeping customers-what he calls "making rain." Based on building relationships, it starts with the key components of knowledge, service and demonstrable value; these are the building blocks that attract clients, says business adviser Sobel (Clients for Life). In this straightforward manual, he gives practical strategies to help leaders of service firms and large corporations alike become indispensable advisers to their clients, thus cementing a long-term connection. The principles behind his tactics are simple: get to know your client, gain respect for your knowledge and win personal respect. Then, drive it home by delivering above and beyond, again and again. These ideas are old as dirt. Sobel reaches across centuries to dig up examples of their success, from Aristotle to Ben Franklin. He buffs up these ageless notions and places them within engaging anecdotes. Although the lessons aren't strokes of genius, they should help professionals through most dry spells.
Copyright 2003 Reed Business Information, Inc.

From Booklist

Sobel, a consultant, offers his approach to developing optimum client relationships with advice on how to break into a client's inner circle by becoming a trusted advisor. We learn that a rainmaker is one who snags big clients and closes big deals with skills to build deep client relationships for the long term by consistently adding value. Using stories, diagrams, and valuable insight, the author provides suggestions for becoming a trusted advisor, an intellectual partner, and hence a rainmaker. The author gives readers his views on how to move from the first relationship phase as an expert for hire to the role of steady supplier who is rewarded with repeat business. The next level, trusted advisor, is achieved through attributes, attitudes, and strategies that add value year after year and culminate in lifelong loyalty and insider status. Sobel concludes with an assessment tool to determine individual or organizational strengths and weaknesses by analyzing their relationships and the role they play with each client. Mary Whaley
Copyright © American Library Association. All rights reserved

See all Editorial Reviews

Product Details

• Hardcover: 240 pages
• Publisher: Wiley; 1 edition (January 15, 2003)
• Language: English
• ISBN-10: 0471264598
• ISBN-13: 978-0471264590
• Product Dimensions: 6.4 x 9.1 x 1.1 inches
• Shipping Weight: 1 pounds (View shipping rates and policies)
• Average Customer Review: 4.4 out of 5 stars  See all reviews (10 customer reviews)
• Amazon Best Sellers Rank: #266,772 in Books (See Top 100 in Books)

More About the Author

Andrew Sobel 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 include 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, US 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 15 years he has led his own consulting firm, Andrew Sobel Advisors. Andrew has been married for 30 years and has three children. He can be reached at www.andrewsobel.com.

Customer Reviews

Most Helpful Customer Reviews

7 of 7 people found the following review helpful:

5.0 out of 5 stars Much-needed guidance, February 20, 2003

By 

William Best (Chicago, IL) - See all my reviews

This review is from: Making Rain: The Secrets of Building Lifelong Client Loyalty (Hardcover)

I just received this book and I've already read some of the chapters twice. Making Rain is full of practical ideas for how to increase your effectiveness at building client relationships and keeping clients for life. Sobel's concepts are fresh and highly original, and they are supported by client interviews, contemporary anecdotes, and fascinating historical profiles of people like Ben Franklin, who used humor to disarm and influence both his friends and adversaries. In my own business I've worked with clients for many years, and virtually everything in this book rings true for me. What's particularly valuable is the "how to" and the detailed ideas and strategies that Sobel sets out. Making Rain is well-written, easy to read, and quite funny in places. Anyone in business could pick up a handful of powerful tips on improving client retention from this book (one of the last chapters is "Managing Clients in Uncertain Times," which has a lot of useful reminders in it). If you work with either individual or corporate clients, Making Rain provides much-needed guidance.

6 of 6 people found the following review helpful:

5.0 out of 5 stars Great Advice for Advisors, February 10, 2003

By A Customer

This review is from: Making Rain: The Secrets of Building Lifelong Client Loyalty (Hardcover)

I highly recommend Making Rain to anyone who works with clients. It's a terrific book that's also entertaining and enjoyable to read. I loved Sobel's first effort, Clients for Life, and was pleasantly surprised when I read Making Rain. Many second books on a similar topic end up being rehashes, but Sobel has created a number of intriguing new ideas and taken some of his original material to a new level. Sobel's basic premise is that experts for hire who simply do a good job delivering on the letter of their contracts (what he calls "core value") will never command much loyalty from their clients and customers, who can pick and choose from many suppliers. To build loyalty, you first have to add not just core value but also surprise value and personal value. Second, you have to go beyond "professional credibility" and build personal trust. And finally, you have to go the extra mile-demonstrate that you truly care and are willing to do whatever it takes. Easy to say, not so easy to do. What I like about Making Rain is that it has 28 short, readable chapters, each of which contains strategies and suggestions for actually delivering on these things. The chapters are grouped around the different phases of any client relationship (i.e., first you're an expert for hire; then you win repeat business and become a steady supplier; and finally, if you're especially skilled, you may become an advisor who is really part of the inner circle). There's a chapter on "breaking through" with clients at the start of the relationship; on building trust in a first meeting; on developing relationship capital (an very useful framework about five types of relationships you need in your career); and others on sustaining relationships over time, multiplying relationships, developing "the mindset of independent wealth," etc. The book also contains some nice cartoons about advising. In this difficult economy (or in a good one, for that matter) Sobel's advice is right on target.

8 of 9 people found the following review helpful:

4.0 out of 5 stars Useful and Practical Information, February 14, 2003

By 

Dr. Ron Winkler (Peoria, Il United States) - See all my reviews

This review is from: Making Rain: The Secrets of Building Lifelong Client Loyalty (Hardcover)

The secrets of making rain or client loyalty consist of three factors: the value you add, the degree of trust you develop, and the extra mile you are willing to go. Most of the information is helpful but some important considerations are omitted.

Positives
He provides an excellent overview of the issues that affect client loyalty. His examples, past experience, and clear style of writing are helpful. He also focuses on interpersonal relationships as the key to success. For those trying to improve, it answers the question "what do I need to do to become more proficient?".

Negatives
Interpersonal relationships are formed by exercising a variety of skills. Skill acquision and practice are vital to improvement. He is not clear about this and does not prescribe how to acquire the needed skills. He also fails to show how his approach will "lock in" a client. For example, what if you and your competitor across the street read the book and follow all the suggestions. Why would the client stay with you? The client can recieve comparable services without crossing the street. He tries to make the case of using persuasion techniques but his argument is not compelling. Any complete system needs a "hook" for keeping a client. Making the provider irreplaceable is a requirement and he falls short of accomplishing this goal