All For One: 10 Strategies for Building Trusted Client Partnerships

Corporate clients are demanding more value from their external advisors, and consolidating their business around a smaller number of firms. These trends are forcing a variety of service providersfrom consulting firms to large banksto confront a series of difficult challenges: How do we create an allforone, oneforall culture in which the whole is greater than the sumoftheparts and we succeed in leveraging our global network to deliver value to clients? How do we mobilize the right people, resources, and ideasacross a multitude of organizational and geographic boundariesinto each and every client relationship? How do we evolve from a trusted advisor to a trusted partner and build multiyear, institutional relationships?All for One answers these questions with an innovative and comprehensive model for developing enduring, institutional client relationshipswhat Andrew Sobel refers to as Level 6 Trusted Client Partnerships. It offers readers ten specific strategies that are thoroughly supported by case studies, best practices from leading firms, and implementation tools. The individual professional is principally responsible for five of these strategies, while the firmthe institutionmust support and drive the other five. When you successfully execute against all ten of these building blocks, you develop longterm, professionalclient partnerships that provide great value to the client and high levels of personal satisfaction and profitability for the service provider.