Making Rain: The Secrets of Building Lifelong Client Loyalty

by Andrew C. Sobel

Book Overview

Professionals who work with clients or large accounts can create lifetime relationships based on these well-researched secrets. Based drawing from extensive interviews with client executives, Making Rain offers a series of provocative insights on how to shed the expert-for-hire label and develop long-term advisory relationships. Exploding the popular myth of the "Rainmaker," a dated and dysfunctional figure that clients no longer welcome, Andrew Sobel...

• Format: Hardcover
• Language: English
• ISBN: 0471264598
• ISBN13: 9780471264590
• Release Date: January 2003
• Publisher: Wiley
• Length: 256 Pages
• Weight: 1.10 lbs.
• Dimensions: 1.1" x 9.1" x 6.4"

Customer Reviews

Invaluable Advice

As someone new to the consulting game, I needed a bit of guidance. After 15 years of teaching in high school classrooms, I have moved on to teaching teachers through a consulting company. It's been fun but challenging as my entire world up until now has been academia. So, a fellow consultant suggested this to me and I read it. It did me a world of good. I can't say it answered all my questions; however, it is very good for giving a good overview of the life of a consultant. It looks at both the big picture--growing a business through gaining and keeping clients--and the small picture--practical tips on how to deal with individual clients. But what really appealed to me was his apparent willingness to be honest. He backed up his claims with experience (both his own and that of his colleagues) and he didn't shy away from pointing out how both consultants and clients can fail. He's not afraid to tell someone he's going to walk away from a contract. I'm too green in my career at this point to appreciate all of Mr. Sobel's words. It would be worth coming back to this book later as I gain experience. Still, I'm already seeing more and more of the truth of his advice as I work from day to day. I can't say if Mr. Sobel has all the answers, but he clearly has valuable things to say and I would recommend it to anyone who works in a client-based job.

Very Useful Wisdom

This is a subtle book which contains a lot of wisdom about building client and customer relationships. It's a well written and engaging read. The premise is that traditional "sometimes wrong but never in doubt" rainmakers are increasingly dysfunctional in service organizations, whose clients demand value-added in the very first meeting. They are too sales-focused, they are in-and-out, and they don't bring enough content or client knowledge to early client meetings. The alternative is to teach every professional to make a bit of rain every day or every week. Each chapter looks at a different skill or strategy which will help readers "make rain" with theirclients. Chapter three is useful because it summarizes the advisor skills which are set out in Sobel's superb first book, Clients For Life. Other chapters cover topics such as rapidly building trust; adding core, surprise, and personal value to relationships; exercising the mindset of independentwealth; and developing institutional mechanisms to "make rain" at the firm level. I think Making Rain appeals to a sophisticated reader, with its engaging anecdotes about client relationships and several chapters about historical figures who were great makers of rain (for example, Benjamin Franklin and the Welsh mystic, Merlin). This is an excellent read.

Much-needed guidance

I just received this book and I've already read some of the chapters twice. Making Rain is full of practical ideas for how to increase your effectiveness at building client relationships and keeping clients for life. Sobel's concepts are fresh and highly original, and they are supported by client interviews, contemporary anecdotes, and fascinating historical profiles of people like Ben Franklin, who used humor to disarm and influence both his friends and adversaries. In my own business I've worked with clients for many years, and virtually everything in this book rings true for me. What's particularly valuable is the "how to" and the detailed ideas and strategies that Sobel sets out. Making Rain is well-written, easy to read, and quite funny in places. Anyone in business could pick up a handful of powerful tips on improving client retention from this book (one of the last chapters is "Managing Clients in Uncertain Times," which has a lot of useful reminders in it). If you work with either individual or corporate clients, Making Rain provides much-needed guidance.

Great Advice for Advisors

I highly recommend Making Rain to anyone who works with clients. It's a terrific book that's also entertaining and enjoyable to read. I loved Sobel's first effort, Clients for Life, and was pleasantly surprised when I read Making Rain. Many second books on a similar topic end up being rehashes, but Sobel has created a number of intriguing new ideas and taken some of his original material to a new level. Sobel's basic premise is that experts for hire who simply do a good job delivering on the letter of their contracts (what he calls "core value") will never command much loyalty from their clients and customers, who can pick and choose from many suppliers. To build loyalty, you first have to add not just core value but also surprise value and personal value. Second, you have to go beyond "professional credibility" and build personal trust. And finally, you have to go the extra mile-demonstrate that you truly care and are willing to do whatever it takes. Easy to say, not so easy to do. What I like about Making Rain is that it has 28 short, readable chapters, each of which contains strategies and suggestions for actually delivering on these things. The chapters are grouped around the different phases of any client relationship (i.e., first you're an expert for hire; then you win repeat business and become a steady supplier; and finally, if you're especially skilled, you may become an advisor who is really part of the inner circle). There's a chapter on "breaking through" with clients at the start of the relationship; on building trust in a first meeting; on developing relationship capital (an very useful framework about five types of relationships you need in your career); and others on sustaining relationships over time, multiplying relationships, developing "the mindset of independent wealth," etc. The book also contains some nice cartoons about advising. In this difficult economy (or in a good one, for that matter) Sobel's advice is right on target.

A Must-Read!

"Making Rain" is a wonderful follow up to "Clients for Life". Where "Clients for Life" answered the question, "What can you do to keep your clients for life?", "Making Rain" offers the reader a series of practical suggestions on how to get beyond the label of a mere expert-for-hire and develop long-term advisory relationships. It helps you answer the question: "Can you help me figure out how to actually become that great client advisor who never loses a client?"Sobel argues that most professionals can in fact learn to "make rain" on an ongoing basis with their existing clients. Sobel's writing is clear and concise.A great book overall!