Description
Book SynopsisHow the world's leading services firms build enduring client relationships All for One sets out ten essential strategies for building long-term, institutional client relationships anchored at the most senior levels of management.
Table of ContentsIntroduction: Transforming Your Client Relationships 1
Part I A Road Map For Building Trusted Client Partnerships
1 Reaching Level 6: Trusted Client Partner 13
2 Employing 10 Integrated Strategies 25
Part II The Five Individual Strategies
3 Strategy One: Becoming an Agenda Setter 35
4 Strategy Two: Developing Relationship Capital 59
5 Strategy Three: Engaging New Clients 85
6 Strategy Four: Institutionalizing Client Relationships 111
7 Strategy Five: Adding Multiple Layers of Value 131
Part III The Five Institutional Strategies
8 Strategy Six: Targeting the Right Clients 161
9 Strategy Seven: Building a Client Leadership Pipeline 173
10 Strategy Eight: Promoting Collaboration 199
11 Strategy Nine: Listening to Clients 237
12 Strategy Ten: Creating a Unique Client Experience 247
Part IV Frequently Asked Questions and Conclusion
13 Answers to the Most Commonly Asked Questions about Building Client Relationships 267
14 Conclusion 295
Index 299
