| Making Rain: The Secrets of Building Lifelong Client Loyalty Contributor(s): Sobel, Andrew (Author) |
|
 |
ISBN: 0471264598 ISBN-13: 9780471264590 Publisher: John Wiley & Sons OUR PRICE: $41.40 Product Type: Hardcover - Other Formats Published: January 2003 Annotation: Praise for Making Rain "An entertaining and practical guide to building lifelong client loyalty, Making Rain is profoundly insightful as well as motivating. A must-read for all professionals who aspire to distance themselves from their competitors by growing client relationships that are stronger, deeper, and more valuable-for them and for their clients." "Few understand the advice business like Andrew Sobel, and his well-written book, Making Rain, is overflowing with insight and sage advice on how to create value for clients and earn their enduring loyalty." "This is a book that is both fascinating and fun. Brilliantly written, meticulous in detail, and penetrating in analysis-anyone who wants to master the art of being a professional advisor will benefit from it." "In a world where managers seem to churn over more frequently than inventories, Andrew Sobel's new book, Making Rain, is a welcome respite, a savvy guide to lasting client and customer relationships." "Making Rain appeals to everyone in business, not just in professional services. Andrew Sobel highlights how the interaction of relationships, longevity of trust, innovative ideas, and expertise combine to produce results and long-term loyalty. An excellent read that is full of insights." "In Making Rain, Andrew Sobel demonstrates a deep understanding of how resilient client relationships are formed and why someprofessionals are pulled in closer and closer by their clients while others, just as skilled technically, do not establish such relationships. His description of the attributes of extraordinary advisors is a must-read for leaders of professional services firms." |
| Additional Information |
| BISAC Categories: - Business & Economics | Consulting - Business & Economics | Customer Relations |
| Dewey: 658.812 |
| LCCN: 2002013643 |
| Physical Information: 1.1" H x 9.1" W x 6.4" (1.20 lbs) 256 pages |
| Descriptions, Reviews, Etc. |
| Publisher Description: Professionals who work with clients or large accounts can create lifetime relationships based on these well-researched secrets. Based drawing from extensive interviews with client executives, Making Rain offers a series of provocative insights on how to shed the expert-for-hire label and develop long-term advisory relationships. Exploding the popular myth of the Rainmaker, a dated and dysfunctional figure that clients no longer welcome, Andrew Sobel argues that any professional can learn to make rain on an ongoing basis with existing clients by developing a special set of skills, attitudes, and strategies. These innovative tips and techniques from a recognized leader in the field of professional services will enable any consultant, salesperson, or service professional to create enduring client loyalty. |