All For One : 10 Strategies for Building Trusted Client Partnerships

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 resources—from across the organization—into 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" clients—those 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 level—trusted partner—with 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 relationships—employing five growth pathways to expand existing clients Building a client leadership pipeline—developing and supporting relationship managers who can lead trusted client partnerships for your firm Promoting collaboration—creating an all for one, client centered culture where people and ideas easily cross organizational boundaries Adding multiple layers of value—tapping 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.