Ulteriori informazioni
Zusatztext USA Today Everything you ever wanted to know about being the perfect consultant is in Clients for Life ...valuable for the most seasoned advisor! whether a lawyer! an accountant! or marketing professional. Informationen zum Autor Jagdish Sheth is the Charles H. Kellstadt Professor of Marketing at the Goizueta Business School, Emory University, and the founder of the Center of Relationship Marketing. He has served as an advisor and consultant to AT&T, Lucent, Motorola, and Young and Rubicam, and contributes regularly to The Wall Street Journal and other publications. He lives in Atlanta, Georgia. Klappentext This "landmark! must-read book" (Tom Peters) shows professionals--from lawyers and sales executives to management and financial consultants--how to create broad-based! profitable! and lasting relationships with their clients. Leseprobe Chapter 1 What Clients Want From Knowledge Worker to Wisdom Worker The great professional helps you eliminate issues that are not a problem, and then he focuses you in on the really critical dimensions of the situation. You are permitted to be a bit confused and general. And at the right moment, the good ones ask the right questions. It's an iterative process; you don't want someone peddling a solution, who comes with an agenda -- which many do. The good adviser excels at the integration process, but he doesn't necessarily arrive at the solution for you. He knows my industry, but is broader than that. Finally, he can bring you comfort as well. Empathy, not sympathy. Ray Smith, former chairman and CEO, Bell Atlantic In January of 1941, President Franklin D. Roosevelt invited Wendell Willkie, who had lost his own bid for the presidency the year before, to visit him at the White House. Sitting in front of the fireplace in the Oval Office, Willkie steered the topic of conversation to Harry Hopkins, who was Roosevelt's most trusted adviser. Hopkins had been instrumental in helping Roosevelt clarify and achieve his objectives as president, undertaking sensitive diplomatic missions to meet Churchill and Stalin and providing sage counsel during times of crisis. Self-effacing, incorruptible, and enormously capable, Hopkins nonetheless drew fierce criticism because of his intimate relationship with Roosevelt. "Why," asked Willkie, "do you keep Hopkins so close to you? You surely must realize that people distrust him and resent his influence." Roosevelt stared directly at Willkie and replied, "Someday you may well be sitting here where I am now as president of the United States. And when you are, you'll be looking at that door over there and knowing that practically everybody who walks through it wants something out of you. You'll learn what a lonely job this is and discover the need for somebody like Harry Hopkins who asks for nothing except to serve you." The extraordinary advisers among today's professionals -- those individuals who develop breakthrough client relationships -- share many characteristics with Harry Hopkins, and they are as valued by their clients as Hopkins was by Roosevelt. Let's begin by looking at two in particular, James Kelly and Nancy Peretsman. James Kelly: The Ultimate Corporate Troubleshooter Management consultant James Kelly always seems to work a bit of magic with his top management clients. Having founded and led a major international consulting firm, Kelly now advises a small group of senior executives on issues ranging from corporate strategy to leadership and organization design, frequently shuttling between Europe and the United States. He combines deep expertise about corporate strategy development with a remarkable breadth of knowledge of other functional areas, such as finance, marketing, and operations, and then layers in empathetic listening, well-developed powers of ...
