| Description |
272 pages : illustrations ; 25 cm |
| Contents |
1. What Clients Want: From Knowledge Worker to Wisdom Worker -- 2. Selfless Independence: Balancing Detachment and Dedication -- 3. Hidden Cues: Becoming Empathetic -- 4. Deep Generalists: Building Knowledge Depth and Breadth -- 5. The Big Picture: Cultivating Powers of Synthesis -- 6. An Eye for Winners: Developing Great Judgment -- 7. The Powers of Conviction: Drawing Strength from Your Values -- 8. What Money Cannot Buy: Creating Trust through Integrity -- 9. Pitfalls and Dilemmas: Avoiding the Land Mines in Client Relationships -- 10. The Sour of the Great Professional |
| Summary |
"Clients for Life sets forth a comprehensive framework for how professionals in all fields can develop breakthrough relationships with their clients and enjoy enduring client loyalty." "Drawing on insights from extensive interviews with both leading CEOs and today's most prominent client advisers, Jagdish Sheth and Andrew Sobel debunk the conventional wisdom about professional success - "find a specialty, do good work" - as hopelessly inadequate in a world where clients have unlimited access to information and expertise. The authors replace these tired conventions with an innovative blueprint, supported by over one hundred case studies and examples drawn from consulting, financial services, law, technology, and other fields, for how you can evolve from an expert for hire - a commodity - to an extraordinary adviser. Portraits of both exceptional contemporary professionals and legendary advisers such as Aristotle, Thomas More, Niccolo Machiavelli, and J. P. Morgan reveal how great client relationships are achieved in practice."--BOOK JACKET |
| Bibliography |
Includes bibliographical references (pages 261-265) |
| Subject |
Business consultants.
|
| Author |
Sobel, Andrew C. (Andrew Carl), 1953-
|
| LC no. |
00033906 |
| ISBN |
0684870290 |
|
