Andrew Sobel

Making Rain

The Secrets of Building Lifelong Client Loyalty

"In Making Rain, Andrew Sobel demonstrates a deep understanding of how resilient client relationships are formed."
— Steven B. Pfeiffer, Chairman, Fulbright & Jaworski L.L.P

In this provocative and insightful book, client relationship authority Andrew Sobel sets out a series of innovative, practical strategies that any service professional, sales executive, or marketer can use to develop lifelong client loyalty. Based on groundbreaking client research, Making Rain contains the secrets that will allow you to develop a steady stream of new business with your existing clients on a day-in, day-out basis.

Making Rain shows readers, step by step, how to deliver on the ingredients of client loyalty at every major stage of the relationship. First, it illustrates how to break out of the expert-for-hire label and consistently win repeat business. You'll learn about the essential attributes of extraordinary client advisors; the six factors that create immediate personal rapport with a new client; and the nine breakthrough strategies that can distinguish you and your organization at the very start of a relationship. Sobel then illustrates the growth strategies you'll need to break out of "steady supplier" relationships and truly become part of your client's inner circle.

Throughout, Sobel uses over 100 engaging and often humorous case histories and examples, and he offers fascinating profiles of leading historical figures such as Leonardo da Vinci, the Rothschild bankers, and Benjamin Franklin, who exemplified the ability to create a lifelong network of loyal clients and colleagues.

Praise for Making Rain

"An entertaining and practical guide to building lifelong client loyalty, Making Rain is profoundly insightful as well as motivating. A 'must read' for all professionals who aspire to distance themselves from their competitors by growing client relationships that are stronger, deeper and more valuable–for you and for your clients."
— Dale Gifford, Chief Executive, Hewitt Associates

"Few understand the advice business like Andrew Sobel, and his well-written book, Making Rain, is overflowing with insight and sage advice on how to create value for clients and earn their enduring loyalty."
— Jim Robbins, Chief Executive, Cox Communications

"This is a book which is both fascinating and fun. Brilliantly written, meticulous in detail, and penetrating in analysis–anyone who wants to master the art of being a professional advisor will benefit from it."
— Sir Brian Pitman, Senior Advisor to Morgan Stanley and former Chairman,
Lloyds TSB Group.

"In a world where managers seem to churn over more frequently than inventories, Andrew Sobel's new book Making Rain is a welcome respite, a savvy guide to lasting client and customer relationships."
— Stan Davis, author, It's Alive and Blur

"Making Rain appeals to everyone in business, not just in professional services. Andrew Sobel highlights how the interaction of relationships, longevity of trust, innovative ideas, and expertise combine to produce results and long-term loyalty. An excellent read that is full of insights."
— Sir Winfried Bishoff, Chairman, Citigroup Europe

"In Making Rain, Andrew Sobel demonstrates a deep understanding of how resilient client relationships are formed and why some professionals are pulled in closer and closer by their clients while others, just as skilled technically, do not establish such relationships. His description of the attributes of extraordinary advisers is a must read for leaders of professional services firms."
— Steven B. Pfeiffer, Chairman, Fulbright & Jaworski L.L.P

"Andrew Sobel cuts through the self-imposed complexity of our business culture with a powerful approach to building client relationships that is refreshingly straightforward, practical, and critically important to everyone."
— Tom Taggart, Managing Director, Barclays Global Investors

"Andrew Sobel can make rain in the desert. Read this book and bring an umbrella."
— Alan Weiss, Ph.D., author, The Ultimate Consultant and Million Dollar Consulting

"Andrew Sobel's Making Rain gives valuable insights into the process of creating client loyalty. Anyone interested in having long-term, profitable relationships with key customers will benefit from this book."
— Paul Danos, Dean, Tuck School of Business at Dartmouth