Clients for Life Evolving from an Expert for Hire to an Extraordinary Adviser

ISBN-10: 0684870304

ISBN-13: 9780684870304

Edition: 2002

Authors: Jagdish N. Sheth, Andrew Sobel, Jagdish Sheth

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An Innovative Blueprint for Enduring Client Relationships More than 15 million people in this country earn their livings by serving clients, and their numbers are growing every day. Unfortunately, far too few develop the skills and strategies needed to rise to the top in a world where clients have almost unlimited access to information and expertise. Supported by more than one hundred case studies and wisdom gleaned from interviews with dozens of leading CEOs and prominent business advisors, Clients for Life identifies what clients really want and lays out the core qualities that distinguish the client advisor -- an irreplaceable resource -- from the expert for hire -- a tradable commodity. Experts are specialists; advisors become deep generalists who have broad perspective. Experts are for hire; advisors have selfless independence, balancing client devotion with objectivity and detachment. Experts have professional credibility; advisors develop deep personal trust. Experts analyze; advisors synthesize and bring big-picture thinking to the table. Experts supply expertise and information; advisors are educators who provide insight and wisdom. Portraits of history's most famously successful advisors, including Machiavelli, Sir Thomas More, and J. P. Morgan, underscore these timeless qualities that modern professionals need to develop to excel in today's competitive environment.
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Book details

List price: $15.99
Copyright year: 2002
Publisher: Free Press
Publication date: 3/12/2002
Binding: Paperback
Pages: 272
Size: 5.50" wide x 8.50" long x 1.00" tall
Weight: 0.770
Language: English

What Clients Want: From Knowledge Worker to Wisdom Worker
Selfless Independence: Balancing Detachment and Dedication
Hidden Cues: Becoming Empathetic
Deep Generalists: Building Knowledge Depth and Breadth
The Big Picture: Cultivating Powers of Synthesis
An Eye for Winners: Developing Great Judgment
The Powers of Conviction: Drawing Strength from Your Values
What Money Cannot Buy: Creating Trust through Integrity
Pitfalls and Dilemmas: Avoiding the Land Mines in Client Relationships
The Soul of the Great Professional
The Historical Advisers in Clients for Life
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