—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.