Building Category-of-One Client Relationships Andrew Sobel - - PowerPoint PPT Presentation

Building Category-of-One Client Relationships

Andrew Sobel Advisory Leadership Conference July 14, 2015

Advisory Leadership Conference 2015

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An urgent need, a persuasive solution, …and, a trusted provider

Andrew Sobel Advisors www.andrewsobel.com

Advisory Leadership Conference 2015

Three strategies

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Agenda Setting Reframing All For One, One For All

Andrew Sobel Advisors www.andrewsobel.com

Advisory Leadership Conference 2015

The key to sole-source business

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Goals & Strategies Solutions Tactical Programs

Senior Management

Time from Planning to Action

Middle Management Procurement

AGENDA SETTING AGENDA REACTING

Andrew Sobel Advisors www.andrewsobel.com

Thanks for the order!

Advisory Leadership Conference 2015

Are you being shown the right picture?

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Andrew Sobel Advisors www.andrewsobel.com

Advisory Leadership Conference 2015

Radical Reframing Expansive Reframing

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Andrew Sobel Advisors www.andrewsobel.com

Advisory Leadership Conference 2015

Building an all-for-one, one-for-all team

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Andrew Sobel Advisors www.andrewsobel.com

Advisory Leadership Conference 2015

Further resources for you

http://andrewsobel.com/alc

• 1. A copy of these slides
• 2. Client agenda setting worksheet
• 3. Reframing worksheet
• 4. The Beatles Principles
• 5. Executive meeting 32-point checklist

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Andrew Sobel Advisors www.andrewsobel.com

Advisory Leadership Conference 2015

Remember

• 1. Lower your threshold for a client meeting
• 2. Start with a conversation about your client’s

agenda

• 3. Reframe to define the totality of the problem

and the solution

• 4. Cultivate an all-for-one, one-for-team that

evolves its songs.

…You can’t sing “I Want to Hold Your Hand” year after year!

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