Clients for Life

Evolving from an Expert-for-Hire to an Extraordinary Adviser

Andrew Sobel, Jagdish Sheth

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English

The Free Press
06 May 2002

Business strategy; Business competition; Consultancy & grants for businesses

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.

By: Andrew Sobel, Jagdish Sheth
Imprint: The Free Press
Country of Publication: United States
Edition: New edition
Dimensions: Height: 214mm, Width: 140mm, Spine: 18mm
Weight: 249g
ISBN: 9780684870304
ISBN 10: 0684870304
Pages: 272
Publication Date: 06 May 2002
Audience: General/trade , ELT Advanced
Format: Paperback
Publisher's Status: Active

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 and Rubicam, and contributes regularly to The Wall Street Journal and other publications. He lives in Atlanta, Georgia.

Reviews for Clients for Life: Evolving from an Expert-for-Hire to an Extraordinary Adviser

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.