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  • It Starts with Clients

  • Your 100-Day Plan to Build Lifelong Relationships and Revenue
  • By: Andrew Sobel
  • Narrated by: Steve Menasche
  • Length: 7 hrs and 39 mins
  • 4.3 out of 5 stars (3 ratings)

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Summary

Andrew Sobel offers a proven, 100-day plan for conquering 14 tough client development challenges and growing your client base. He's encapsulated 25 years of unique research, including personal interviews with over 3,000 top executives, into a practical road map for winning more new clients and growing your existing relationships.

You'll learn specific strategies to move confidently and predictably from a first meeting to a signed contract, and discover the agenda-setting techniques that create a steady stream of sole-source business. You'll master the art of reframing client requests, leading to broader, higher-impact engagements. You'll dramatically sharpen your ability to ask the powerful questions that can transform your client relationships. And, you'll learn to develop advisory relationships with influential C-suite executives. 

Andrew illustrates each weekly challenge with real-life examples drawn from thousands of executive meetings. He shares success strategies from having grown and led three highly successful professional service businesses as well as from his interviews with over 1500 acclaimed rainmakers.

©2020 Andrew Sobel (P)2020 Gildan Media

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  • Tracey Staples
  • 10-09-20

Great insights - will need to read multiple times

I recently finished reading Andrews book It starts with Clients. I found it to be very insightful and very relevant to my work and company in the Services Industry.
It is definitely one of the books I need to add to the shelf and iteratively read a few times again.