Finally, the first in-depth, client-tested, jargon-free guide to developing stable, enduring business relationships. Business consulting and related professional services represent a 350 billion dollar industry- and they're growing in a huge way. But things aren't as rosy as this figure might suggest. All too many consulting jobs, are brief, one-shot engagements- situations by which most professionals can't survive. The most pressing concern today for six million professional advisors is this: In our bottom-line era, how can I make myself stand out and become indispensable to my clients for the long haul? CLIENTS FOR LIFE has the answers. Featuring interviews with CEOs of such leading corporations as Kodak and American Express, Sheth and Sobel, two of the field's preeminent authorities, outline a series of proven skills and techniques that seperate the extraordinary from the ordinary. Readers will learn how to build trust through consistency and reliability, balance professional independence with client devotion, practice crucial "big picture thinking" and much more.
Jagdish Sheth, Ph.D., is the Marketing Professor at Emory University. An internationally known speaker and authority on business strategy, marketing and relationship management, he has been a consultant at AT & T, Xerox and many other companies. Andrew Sobel is president of The Institute for Business Renewal, a strategy advisory firm. Previously the senior vice president at the renowned Gemini Consulting firm, he has advised such major corporations as Lloyds Bank and American Express.