By Andrew Sobel
RainToday Note: This article is part one of two. Here, Sobel will explain his first four strategies for starting new client relationships. In part two, he will elaborate further and offer three final ways to generate a new client base after a promotion.
A client called me recently to tell me he had been promoted. That was the good news. The bad news was that his phone had stopped ringing and his calendar was emptying out.
Prior to his promotion, he had worked extensively with a senior professional in his firm, and had led most of the execution of the actual work which his colleague had sold. His firm had reshuffled relationship responsibilities, and he was now being asked to develop business with a group of new clients, most of whom did not know him from Adam.
He was, in effect, leaving behind some very senior-level client relationships--albeit as the number 2 from his firm--and facing the challenge of building new ones.
This is not an atypical situation as we progress in our careers, especially in a large firm. Let's look at the various strategies you have at your disposal to face my client's challenge. With a systematic approach, success here is nearly assured.
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