All For One: 10 Strategies for Building Trusted Client Partnerships

Introduction: Transforming Your Client Relationships 1

Part I A Road Map For Building Trusted Client Partnerships

1 Reaching Level 6: Trusted Client Partner 13

2 Employing 10 Integrated Strategies 25

Part II The Five Individual Strategies

3 Strategy One: Becoming an Agenda Setter 35

4 Strategy Two: Developing Relationship Capital 59

5 Strategy Three: Engaging New Clients 85

6 Strategy Four: Institutionalizing Client Relationships 111

7 Strategy Five: Adding Multiple Layers of Value 131

Part III The Five Institutional Strategies

8 Strategy Six: Targeting the Right Clients 161

9 Strategy Seven: Building a Client Leadership Pipeline 173

10 Strategy Eight: Promoting Collaboration 199

11 Strategy Nine: Listening to Clients 237

12 Strategy Ten: Creating a Unique Client Experience 247

Part IV Frequently Asked Questions and Conclusion

13 Answers to the Most Commonly Asked Questions about Building Client Relationships 267

14 Conclusion 295

Index 299