Clients for Life: How Great Professionals Develop Breakthrough Relationships

Book Description

Finally, the book that all professionals frustrated with fleeting client loyalty and relentless price pressure have waited for -- the first in-depth, client-tested guide to developing lasting business relationships.

What separates extraordinary professionals from ordinary ones? Why are some professionals always drawn into their clients' inner circle of advisers, while others are employed on a one-shot basis and treated like vendors? Based on groundbreaking research, 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. Riveting portraits of both exceptional contemporary professionals and legendary advisers such as Aristotle, Thomas More, Niccolò Machiavelli, and J. P. Morgan reveal how great client relationships are achieved in practice.

Readers will learn, for example, to develop selfless independence, which tempers complete emotional, intellectual, and financial independence with a powerful commitment to client needs; to become deep generalists and overcome the narrow perspective caused by specialization; to systematically build lifelong trust; and to cultivate the power of synthesis -- big-picture thinking -- that is so highly valued by clients.

Acclaimed by leading management thinkers, Clients for Life clearly illustrates the most important attributes and strategies of extraordinary client advisers and shows how you can use them to enrich your own relationships. It provides sophisticated professionals with the tools and insights they need to reap the rewards of lifetime client loyalty.

Download Description

Including interviews with CEOs of leading corporations, two authorities on professional development outline a series of proven skills and techniques for creating lasting business relationships in the fields of consulting and related professional services.

Customer Reviews:

Delivers as advertised.......2002-08-16

I'm a personal/professional development coach and have put into practice the wisdom of this book, with gratifying results. What more can I say? Heavy on the theory and rationale, it helped me see that I was going in the right direction giving exceptional service and really welcoming clients into my life. Many tips on how to develop these relationships in language easy to understand. I give it 5 stars.

A consultants bible.......2001-12-29

I read this book as part of a course designed for professionals who want to consider consulting as a career. The book is very well written and provides the reader with a solid strategy for successful consulting. The theory is backed up with many examples of how people have become trusted advisors and as a result very sucessful with their clients. The book is an easy read and tactics presented are easy to implement.

CLIENTS/ CUSTOMERS - THE BACKBONE OF YOUR BUSINESS!.......2001-12-28

I have been a professional counsellor for over thirty years, both in business management and psychology, and the one constant that can always be depended upon is change. People change, times change, technology changes, and those who want to stay in the game and win, must be prepared to accept change, keep up with it, and run with it. "Clients for Life" is a well-documented, factual outlook at how to best serve the clients one has and how to hold on to them for however long it is feasible to do so. In my line of work, on the psychology side, there are no shortage of clients but some are short-term and continually change; others are long-term. Rather than become focused on the revenue that comes in each and every month, I found if one concentrates on the clients' needs and focuses on doing the best one possible can to fulfill that need, the revenue takes care of itself!

As the author quickly points out, not all existing clients/customers will last forever. Some die, some relocate, some will try the competition, and depending on the type of business, not everyone will continue to NEED your service or product on a regular basis. Most of the suggestions provided in this book are very general and apply to almost to any type of professional business; but in my opinion, other suggestions are targeted to more specific professions - it is not a one hundred percent, one-shoe-fits-all approach. For example in this province, doctors, psychologists, lawyers, accountants, etc. are prohibited by law from advertising their services, with the exception of business cards. In business management and training, however, one can freely advertise their services. Clients come through word-of-mouth and referrals from other professionals. Word-of-mouth goes a long way, and if existing clients are happy, they will indeed refer your services to others, who in turn will continue to refer your services. As a result, the client base continually escalates but, as this book indicates, a certain portion of your client base will definitely change.

In general, the book is well written and contains some sound and practical advice for developing trusting, professional realtionships. In any profession, one first must earn the respect and trust of the client before a win-win relationship can develop, and any information learned that will allow one to do that will be of great benefit down the road.

Read Mitchell's Review First.......2001-05-16

Don Mitchell's review is first-rate. I agree completely with his reasons for praising this book, and, I agree completely with his (and Drucker's) comments about so-called "lifelong relationships." If you are looking for some rock-solid advice to achieve "breakthrough" relationships with clients, Sheth and Sobel provide it. But as Mitchell and Drucker correctly point out, it is possible but highly unlikely that those relationships can be sustained indefinitely, especially now when change is the only constant and occurs at ever-increasing velocity. Give careful thought to the word "breakthrough" because it has so many relevancies to today's competitive marketplace. When in pursuit of a prospective client, first you have to break through clutter to become visible; then you have to break through other clutter to differentiate yourself from the competition; then overcome other clutter to begin the new relationship; finally, you have to break through still more clutter to sustain that relationship. (Think about juggling handgrenades in a minefield at 2 AM...during an electrical storm...while wearing a blindfold.) Sheth and Sobel offer a wealth of information as well as sound guidance. Much of what they share can also help with the formulation of customer recapture strategies. But take no one and nothing for granted. The "life" of a customer relationship should not be measured in terms of years; rather, in terms of how effectively you nourish that relationship while you have it.

A great tool for those that want to have "Clients for Life".......2001-04-20

Having been in the financial services industry for seven years, I currently enjoy the business of some long-term clients. This book has prompted me to think of many other ways to become a broader, more general adviser to my clients. I read it through three times in a week, it's a very hard book to put down once you start. If you want to have those clients that won't shop your services around, you must read this book.

Book Description

This book provides a deep discussion about e-HRM issues so the reader can have a thoughtful background about the key role played by those who participate in e-HRM activities. A variety of experiences are provided to involve the reader in real problems and to help the reader gain an understanding of current and future e-HRM challenges. E-Human Resources Management: Managing Knowledge People also explores the impact of IT on communication effectiveness, the concept of protean career, the integration of handheld computer technology into HR practice, the B2E models, and perspectives in organizational development and IT.

Book Description

Factually accurate and fun to read, this is a good and interesting book that is species comprehensive. The pet food industry is huge, over $40 billion a year, and this unique reference work is the bookstore basic biology companion animal book. It can help you learn about your companion pet's biology and have fun, and provides a simple scientific resource for the reader interested in confirming that what they do is appropriate, while providing a starting place for those interested in more specific and complex information. Principles of Companion Animal Nutrition provides critical basic biology information, scientific processes, history, and data related to companion animals ( dogs, cats, horses, rabbits, llamas and alpacas, birds, fish, rodents, reptiles and amphibians); it covers all of the major classes and orders of pets in a brief, light, basic way–it's not “expert dry and dull.” For pre-veterinary and veterinary workers and others in the animal sciences; as well as non-academic hobbyists, information-seekers, and pet-lovers everywhere.

Customer Reviews:

Great Book!.......2005-09-05

I am currently a student of Professor McNamara at Washington State University. He covers his topics very well, just as in the book, covering many different parts of animal nutrition across the different forms of domestic animal life. A must read for anyone with pets, to better understand what their diets should entail.

Principles Of Companion Animal Nutrition

Average customer rating:

Principles Of Companion Animal Nutrition
J. P. McNamara
Manufacturer: NY
ProductGroup: Book
Binding: Paperback
ASIN: B000N7KLM2

Average customer rating:

Principles of Companion Animal Nutrition
John P. McNamara
Manufacturer: Prentice Hall
ProductGroup: Book
Binding: Paperback
ASIN: B000OI3KG4

Book Description

Stellar pulsations provide a complex system in stars. This complexity is studied by analyzing the non-sinusoidal, semi-regular, or irregular light curves. This unique volume summarizes the application of recent theoretical results obtained from stellar pulsation studies. In addition, the latest developments in hydrodynamic simulations are discussed. A historical sketch of the study of beat Cepheids, first known for their variable amplitudes, is given as an introduction to the book. This introduction clearly demonstrates how complicated the study of variable stars can be, and therefore challenges and invites the reader to study the entire book.

Book Description

Until recently, knowledge of ruminant gut microbiology was primarily obtained using classical culture based techniques, which probably only account for 10 to 20% of the rumen microbial population. New gene-based technologies can now be employed to examine microbial diversity through the use of small sub-unit ribosomal DNA analysis (e.g. 16S rDNA) and to understand the function of complex microbial ecosystems in the rumen through metagenomic analysis. These technologies have the potential to revolutionize the understanding of rumen function and will overcome the limitations of classical based techniques, including isolation and taxonomic identification of strains important to efficient rumen function and better understanding of the roles of microorganisms in relation to achieving high productivity and decreasing environmental pollutants. This book presents a comprehensive up-to-date account of the methodologies and protocols for conventional and modern molecular techniques that are currently in use for studying the gut microbial ecology of ruminants. Each chapter has been contributed by experts in the field and methods have been presented in a recipe-like format designed for direct practical use in the laboratory and also to provide insight into the most appropriate techniques, their applications and the type of information that could be expected. The techniques and procedures described are also relevant and adaptable to other gastrointestinal ecosystems and the microbiology of anaerobic environments in general. This manual will â€~demystifyâ€™ the methods in molecular microbial ecology for readers who are novice in the field but are excited by the prospects of the technology. It would also be invaluable for the experienced workers striving for giving new dimension to their research â€“ expanding the work in other fields and initiating cross-cutting activities.

Pro Football Prospectus 2005 : Statistics, Analysis, and Insight for the Information Age
Average customer rating:

Not nearly as good as the Baseball or Basketball versions

Solid analysis, too many inside jokes

A 'must' for any with more than a casual interest in football

Exactly what I was looking for

Mike Martz please read the review of the Rams team!

Pro Football Prospectus 2005 : Statistics, Analysis, and Insight for the Information Age
Aaron Schatz , and Staff of FootballOutsiders.com
Manufacturer: Workman Publishing Company
ProductGroup: Book
Binding: Paperback

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Pro Football Prospectus 2006: Statistics, Analysis, and Insight for the Information Age (Pro Football Prospectus)

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Baseball Prospectus 2006: The BP Team of Experts on Baseball Talent Baseball Prospectus 2006: The BP Team of Experts on Baseball Talent

Pro Football Forecast 2004

Baseball Prospectus 2007: The Essential Guide to the 2007 Baseball Season (Baseball Prospectus)

ASIN: 0761140190

Book Description

For the over 14 million people who play fantasy football every year; for the hardcore fan who wants information beyond sports page recaps; for everyone who bets on the NFL; and for the smart, casual enthusiast looking for entertainment and insight comes the essential preseason annual. With numerous statistical measures that go far beyond standard NFL stats, Pro Football Prospectus assesses the DVOA (Defense-adjusted Value Over Average) of every single skill player and determines how many points better a starting player is over the average bench player; measures special teams; offers advanced offensive line statistics; analyzes teams’ abilities to convert draft picks into quality players; and much more. And like its sister publication, Baseball Prospectus, it’s written with a knowing dry wit that gets under the skin of America’s most popular spectator sport.

Compared by The New York Times Magazine to Bill James, the baseball statistics guru, Aaron Schatz is revolutionizing the world of football statistics. In just two years his Web site, FootballOutsiders.com, is “by a huge margin, the Web’s best independent football site,” writes Gregg Easterbrook of NFL.com. Salon calls it “a must for anyone interested in going beyond ‘This guy has more yards, so he must be better.’” Now Schatz and his team of Football Outsiders are continuing their groundbreaking work with a comprehensive, authoritative book of sophisticated statistical analysis.

It also offers solid predictions: in 2004, the Outsiders predicted six of eight division winners, including the Steelers’ champion season; the fading year of Ahman Green and Jamal Lewis; and the breakout of the New York Jets.

Customer Reviews:

Not nearly as good as the Baseball or Basketball versions.......2007-05-21

In spite of its militaristic nature, pro football is sorely lacking in publicly available statistics - especially from a historical perspective. Baseball is king in stat land, but even basketball is doing a better job - and thinkers like Dean Oliver and John Hollinger are providing philosophical breakthroughs. Sadly, Football Prospectus fails where its baseball and basketball versions succeed; in providing us new insight into evaluating individual players and teams. The book is not a pure failure, but one would think that the authors would come up with more original data (and fresher perspectives) than they have. As an alternative, I recommend the timeless HIDDEN GAME OF FOOTBALL.

Solid analysis, too many inside jokes.......2005-10-28

Well, I have to say, they did their homework. A lot of what they say is really on target. The book is full of statistics, but also is funny. I found, however, that the inside jokes got old after a while and got in the way of analysis a bit too much. Also, some of the predictions are not exactly correct. For example, they predicted that Detroit Lions running back Kevin Jones would be the best running back in football this year. So far, he has underperformed, with only like 2.4 yards per carry. Overall, this is a solid NFL book, but I won't necessarily use it in my fantasy draft exclusively, like I did this year (they predicted Eli Manning would be mediocre, but so far, he has been excellent and keeps getting better).

A 'must' for any with more than a casual interest in football.......2005-10-07

Any avid football fan will want to have Profootball Prospectus 2005: Statistics, Analysis, And Insight For The Information Age. From team and player ratings which correct for situation and opponent to a statistical set of tools to compare players and teams, exclusive predictions from pros, and essays on past seasons, Profootball Prospectus is packed with charts of facts and insights on players and teams. A 'must' for any with more than a casual interest in football.

Exactly what I was looking for.......2005-09-25

I always buy the Baseball Prospectus and was hoping that the Football version was similar. It provides new insights to Football and is a very interesting read for Football fans. Also great information for Fantasy Football players.

Mike Martz please read the review of the Rams team!.......2005-09-21

This book breaks it down ... nice insight into the micro management of individual players which in turn effect the teams success. The stats don't lie! If you are looking for a deeper truth to the meaning of your football team and not the "vanilla everyday" editorials we all read that does not look below the surface. Example: your team give up way to many TDs... is it a horrible secondary (as you would first believe), or is it a BAD pass rush?? Then this book is for you!

Book Description

Unlike many texts in this field, Reading, Writing and Learning In ESL (K-12) takes a unique approach by exploring contemporary language acquisition theory as it relates to instruction and providing suggestions and methods for motivating and involving ELL students. Oral language, reading, and writing development in English for K-12 students.

Customer Reviews:

Reading, Writing and Learning in ESL.......2007-10-17

This book has been like a bible for my role as an English Language Literacy Coach in the professional development of teachers. The concepts presented are all research based and up to date and the authors give very specific examples of strategies that can be implemented in classrooms right away. We did a chapter study (Chapter Four on Oral Language Development) as a grade level team, right after receiving the book. We were very impressed with the activities that were suggested and the connections we made with things we were already doing. We also loved the companion website that goes with this book that gives resources and activities relating to each chapter. This book is highly recommended for K-12 teachers who have English Language Learners in their classrooms.

Great!.......2007-08-23

This item is very resourceful! I needed it for my online course and it was certainly an easy read. :)

great resource book.......2007-03-10

This book covers it all! I will definitely keep it on my shelf and refer back to it for ideas.

helpful!.......2006-11-13

the book is very well written and has great information for future esl teachers!

Thorough and practical.......2006-05-15

I use this as the text for a university level ESL Methods course. I've especially liked the authors use of specific classroom examples, as well as suggestions for learning activities that students can utilize. It is also full of suggestions for effective teaching strategies to use with ELLs.

Reading, Writing and Learning in ESL: A Resource Book for K-12 Teachers, MyLabSchool Edition (4th Edition)

Average customer rating:

Great Results

Reading, Writing and Learning in ESL: A Resource Book for K-12 Teachers, MyLabSchool Edition (4th Edition)
Suzanne F. Peregoy , and Owen F. Boyle
Manufacturer: Allyn & Bacon
ProductGroup: Book
Binding: Paperback

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ASIN: 0205449239

Customer Reviews:

Great Results.......2006-02-18

It was a wonderful first time for me purchasing from Amazon. The books came in perfect conditions and in a timely manner. I am very satisfied with the results of my purchase.

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