Building Category-of-One Client Relationships Andrew Sobel Advisory Leadership Conference July 14, 2015
… and, a trusted provider An urgent need, a persuasive solution, 2 Andrew Sobel Advisors Advisory Leadership Conference 2015 www.andrewsobel.com
Three strategies All For One, Reframing One For All Agenda Setting 3 Andrew Sobel Advisors Advisory Leadership Conference 2015 www.andrewsobel.com
The key to sole-source business Senior Management Goals & Thanks for AGENDA the order! Strategies SETTING Middle Management Tactical AGENDA Programs Procurement REACTING Solutions Time from Planning to Action 4 Andrew Sobel Advisors Advisory Leadership Conference 2015 www.andrewsobel.com
Are you being shown the right picture? 5 Andrew Sobel Advisors Advisory Leadership Conference 2015 www.andrewsobel.com
Expansive Reframing Radical Reframing 6 Andrew Sobel Advisors Advisory Leadership Conference 2015 www.andrewsobel.com
Building an all-for-one, one-for-all team 7 Andrew Sobel Advisors Advisory Leadership Conference 2015 www.andrewsobel.com
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 8 Andrew Sobel Advisors Advisory Leadership Conference 2015 www.andrewsobel.com
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! 9 Advisory Leadership Conference 2015
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