Making Rain: The Secrets of Building Lifelong Client Loyalty

Professionals who work with clients or large accounts can create lifetime relationships based on these well-researched secrets. Based drawing from extensive interviews with client executives, Making Rain offers a series of provocative insights on how to shed the expert-for-hire label and develop long-term advisory relationships. Exploding the popular myth of the Rainmaker, a dated and dysfunctional figure that clients no longer welcome, Andrew Sobel argues that any professional can learn to make rain on an ongoing basis with existing clients by developing a special set of skills, attitudes, and strategies. These innovative tips and techniques from a recognized leader in the field of professional services will enable any consultant, salesperson, or service professional to create enduring client loyalty.

Author: Andrew Sobel
Publisher: Wiley
Published: 01/31/2003
Pages: 256
Binding Type: Hardcover
Weight: 1.20lbs
Size: 6.40h x 9.10w x 1.10d
ISBN: 9780471264590

Review Citation(s):
Publishers Weekly 01/13/2003 pg. 50
Harvard Business Review 03/01/2003 pg. 24
Booklist 03/15/2003 pg. 1261

About the Author

ANDREW SOBEL is a leading authority on the skills and strategies required to build enduring client relationships. A noted business strategist and popular speaker, his clients have included such prominent companies as Citigroup, Cox Communications, Fulbright & Jaworski, Booz Allen Hamilton, and Hewitt Associates. He is coauthor of the acclaimed book Clients for Life, as well as dozens of articles on relationship building and loyalty. Formerly a senior vice president of one of the world's largest management consulting firms, he is now President of Andrew Sobel Advisors, a strategy consulting and professional development firm. He earned his BA at Middlebury College and holds an MBA from Dartmouth's Tuck School of Business.

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