10 Strategies for Building Trusted Client Partnerships
Corporate clients are demanding more value from their external
advisors, and consolidating their business around a smaller number
of firms. These trends are forcing a variety of service
providers?from consulting firms to large banks?to
confront a series of difficult challenges:
- How do we create an ?all-for-one, one-for-all?
culture in which the whole is greater than the sum-of-the-parts and
we succeed in leveraging our global network to deliver value to
- How do we mobilize the right people, resources, and
ideas?across a multitude of organizational and geographic
boundaries?into each and every client relationship?"
- How do we evolve from a trusted advisor to a trusted
partner and build multi-year, institutional relationships?
All for One answers these questions with an innovative
and comprehensive model for developing enduring, institutional
client relationships?what Andrew Sobel refers to as Level 6
Trusted Client Partnerships. It offers readers ten specific
strategies that are thoroughly supported by case studies, best
practices from leading firms, and implementation tools. The
individual professional is principally responsible for five of
these strategies, while the firm?the institution?must
support and drive the other five. When you successfully execute
against all ten of these building blocks, you develop long-term,
professional-client partnerships that provide great value to the
client and high levels of personal satisfaction and profitability
for the service provider.