Andrew Sobel

Tools

How Well Do You Really Know your Clients?

As a Person

• Spouse or partner, children
• Parents' vocations and interests, siblings.
• Educational background
• Formative life experiences
• Where he/she grew up
• Avocations–hobbies, interests
• Personal issues he/she may be grappling with
• Non-profit or charitable involvement
• Personal style: introvert vs. extrovert, detail oriented vs. focused on big picture, etc.
• Risk tolerance
• "Favorites": favorite restaurant, movie, vacation spot, etc

As a Professional

• Preferred means of communication (e-mail, phone, etc.)
• Work style (early/late, weekends, etc.)
• Name of personal assistant
• Strengths and weaknesses as an executive
• Role models, mentors
• Career history: positions held, major accomplishments
• Career goals and aspirations
• Most concerning issues right now
• Quality/tenor of relationship with his/her boss
• Relationships with key direct reports (do you know them?)
• Professional associations
• Alumni associations
• Conference participation
• Corporate Directorships
• Other top executives he/she associates with
• His/her most important "network hubs"