Synopses & Reviews
Finally, the book that all professionals frustrated with fleeting client loyalty and relentless price pressure have waited for -- the first in-depth, client-tested guide to developing lasting business relationships.What separates extraordinary professionals from ordinary ones? Why are some professionals always drawn into their clients' inner circle of advisers, while others are employed on a one-shot basis and treated like vendors? Based on groundbreaking research, Clients for Life sets forth a comprehensive framework for how professionals in all fields can develop breakthrough relationships with their clients and enjoy enduring client loyalty.Drawing on insights from extensive interviews with both leading CEOs and today's most prominent client advisers, Jagdish Sheth and Andrew Sobel debunk the conventional wisdom about professional success -- "find a specialty, do good work" -- as hopelessly inadequate in a world where clients have unlimited access to information and expertise. The authors replace these tired conventions with an innovative blueprint, supported by over one hundred case studies and examples drawn from consulting, financial services, law, technology, and other fields, for how you can evolve from an expert for hire -- a commodity -- to an extraordinary adviser. Riveting portraits of both exceptional contemporary professionals and legendary advisers such as Aristotle, Thomas More, Niccolo Machiavelli, and J. P. Morgan reveal how great client relationships are achieved in practice.Readers will learn, for example, to develop selfless independence, which tempers complete emotional, intellectual, and financial independence with a powerful commitment to client needs; to become deep generalists and overcome the narrow perspective caused by specialization; to systematically build lifelong trust; and to cultivate the power of synthesis -- big-picture thinking -- that is so highly valued by clients.Acclaimed by leading management thinkers, Clients for Life clearly illustrates the most important attributes and strategies of extraordinary client advisers and shows how you can use them to enrich your own relationships. It provides sophisticated professionals with the tools and insights they need to reap the rewards of lifetime client loyalty.
Review
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.
Review
Tom Peters Hooray! The "professional services" are of surpassing importance in today's knowledge-based economy. They have long been a black hole in terms of research and writing. In one fell swoop, master business strategists Jagdish Sheth and Andrew Sobel change that. Clients for Life is a landmark book. All 'white collar professionals' can learn from it. Dare I say it, this book is a "must-read."
Review
George M. C. Fisher Chairman, Eastman Kodak Company Clients for Life is a true masterpiece of insight into the underlying principles and values that enable professionals to establish and maintain working relationships that truly add value.
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Warren Bennis Distinguished Professor of Business Administration, USC, and author of Organizing Genius and Co-Leaders The subtle art of giving advice and counsel, and of maintaining a vibrant professional relationship with clients, has never been written about so wisely and with such significance since Machiavelli's advice to the Prince.
Review
Robert W. Galvin Chairman of the Executive Committee, Motorola Directly, Sheth and Sobel teach the values that optimize advisee-adviser impact on an institution's results. But indirectly, and maybe more important, they uniquely stimulate our leader/manager dedication to such priceless principles as trusting, listening, and synthesis, which develop and sustain every worthy relationship.
Review
Regis McKenna Chairman, The McKenna Group, and author of Real Time and Relationship Marketing Sheth and Sobel lift us out of our present one-to-one transactional thinking about professional-client relationships and into the transcendent and lasting values of relationships based on knowledge, integrity, insight, and wisdom. It is a powerful approach of substance for all professionals.
Review
Stan Davis author of Future Wealth and Blur Two consummate service professionals at the peak of their brilliant careers share their secrets for success. An invaluable guide for mastering the art of giving counsel to others. It's fascinating reading.
Synopsis
Finally, the book that all professionals frustrated with fleeting client loyalty and relentless price pressure have waited for--the first in-depth, guide to developing lasting client relationships. Millions of people in this country earn their livings by serving clients, and their numbers are growing every day. Unfortunately, far too few develop the skills and strategies needed to rise to the top in a world where clients have almost unlimited access to information and expertise. Clients for Life sets forth a comprehensive framework for how professionals in all fields can develop breakthrough relationships with their clients and enjoy enduring client loyalty.
Supported by more than 100 case studies and wisdom gleaned from interviews with dozens of leading CEOs and prominent business advisors, Clients for Life identifies what clients really want and lays out the core qualities that distinguish the client advisor--an irreplaceable resource--from the expert for hire, a tradable commodity.
Readers will learn, for example, to develop selfless independence, which tempers complete emotional, intellectual, and financial independence with a powerful commitment to client needs; to become deep generalists and overcome the narrow perspective caused by specialization; to systematically build lifelong trust; and to cultivate the power of synthesis--big-picture thinking--that is so highly valued by clients.
Portraits of history's most famously successful advisors, including Machiavelli, Sir Thomas More, and J. P. Morgan, underscore these timeless qualities that modern professionals need to develop to excel in today's competitive environment.
Synopsis
An Innovative Blueprint for Enduring Client Relationships More than 15 million people in this country earn their livings by serving clients, and their numbers are growing every day. Unfortunately, far too few develop the skills and strategies needed to rise to the top in a world where clients have almost unlimited access to information and expertise. Supported by more than one hundred case studies and wisdom gleaned from interviews with dozens of leading CEOs and prominent business advisors, Clients for Life identifies what clients really want and lays out the core qualities that distinguish the client advisor -- an irreplaceable resource -- from the expert for hire -- a tradable commodity.
- Experts are specialists; advisors become deep generalists who have broad perspective.
- Experts are for hire; advisors have selfless independence, balancing client devotion with objectivity and detachment.
- Experts have professional credibility; advisors develop deep personal trust.
- Experts analyze; advisors synthesize and bring big-picture thinking to the table.
- Experts supply expertise and information; advisors are educators who provide insight and wisdom.
Portraits of history's most famously successful advisors, including Machiavelli, Sir Thomas More, and J. P. Morgan, underscore these timeless qualities that modern professionals need to develop to excel in today's competitive environment.
Synopsis
Finally, the book that all professionals frustrated with fleeting client loyalty and relentless
Synopsis
An Innovative Blueprint for Enduring Client Relationships More than 15 million people in this country earn their livings by serving clients, and their numbers are growing every day. Unfortunately, far too few develop the skills and strategies needed to rise to the top in a world where clients have almost unlimited access to information and expertise. Supported by more than one hundred case studies and wisdom gleaned from interviews with dozens of leading CEOs and prominent business advisors, Clients for Life identifies what clients really want and lays out the core qualities that distinguish the client advisor -- an irreplaceable resource -- from the expert for hire -- a tradable commodity.
- Experts are specialists; advisors become deep generalists who have broad perspective.
- Experts are for hire; advisors have selfless independence, balancing client devotion with objectivity and detachment.
- Experts have professional credibility; advisors develop deep personal trust.
- Experts analyze; advisors synthesize and bring big-picture thinking to the table.
- Experts supply expertise and information; advisors are educators who provide insight and wisdom.
Portraits of history's most famously successful advisors, including Machiavelli, Sir Thomas More, and J. P. Morgan, underscore these timeless qualities that modern professionals need to develop to excel in today's competitive environment.
About the Author
Jagdish Sheth is the Charles H. Kellstadt Professor of Marketing at the Goizueta Business School, Emory University, and the founder of the Center of Relationship Marketing. He has served as an advisor and consultant to AT&T, Lucent, Motorola, and Young & Rubicam, and contributes regularly to The Wall Street Journal and other publications. He lives in Atlanta, Georgia.