Customer Reviews
Don't waiste your money
I found this book too broad, although it gives some examples, and tries to use some formulas to figure out how much your client trust you, nothing scientificly proven. As a matter of fact this book is useless if you studied or read a lot about organizational behavior and HR management. This book talks about the relationship between consultant and his customer, how important it is to listen, talk and respect your customer, but a lot of it is common sense. Also talks about team work. However if someone is not familiar with Org Behavior and HR, it is a good book for a start.
More than an Advisor
An experienced colleague recommended this book to me at a conference. The title simply does not do this book justice but I bought it anyway. If you ever wondered how some consultants and professionals do such a good job obtaining and keeping clients, then READ THIS BOOK.
I have recommended this book to all my clients and they agree. More importantly, very few so-called "advisors" do what this book explains clearly. Tremendous resource for any professional but many very powerful techniques to help you close contracts without sounding like a used car salesman. The case studies and examples hit home and force you to stop and think about your own style.
For Your Arsenal
Whether you are in sales, are an attorney, or providing any kind service or intangible, this is a great book. If you think you've read all the client oriented, consulting oriented "sales and success" books - but haven't read this ... then you are never going to be at the top of your field. This book is about bringing real authenticity to the relationships with your clients. Client executives can smell a sneak or a fraud a mile away. Today, business is more competitive than ever, making losing a client relationship a crime. Knowing how to keep a client, build a relationship and continue nuturing it, is an art. Maister points to great examples and gets you to thinking ... "if only I'd done that ..." or "next time I'll ...". This is a thinking persons book, one to be reviewed over again through the course of your career, but only if you want to be among the "trusted few" with seasoned, senior executives. Other great books along this line I recommend are: any of Maisters books, Patrick McKenna's material (see their web pages too), and Clients for Life by Andrew Sobel.
