It Starts with Clients

Just released: It Starts with Clients: Your 100-Day Plan to Build Lifelong Relationships and Revenue by Andrew Sobel.

Nonprofit organizations and businesses alike are feeling very stressed right now—perhaps even devastated. I truly believe, however, that while business as usual may slow or even stop, relationship building should not.

Whether you work inside an organization in development, or consult on philanthropy, now is the ideal time to truly put relationships with donors and clients first—to show them you care, ask them empathetic questions, and listen intently. It’s a time of unprecedented opportunities to stay in touch, support and add value to your key stakeholder relationships new ways. The deepest, most enduring relationships are often forged in the crucible of adversity.

My newest book, It Starts with Clients: Your 100-Day Plan to Build Lifelong Relationships and Revenue, is as relevant for donor relationships as it is for client relationships. It provides strategies to master 14 major relationship-building challenges, including building trust and rapport, understanding the other person’s agenda, reframing issues, using Power Questions, getting people to root for you and your organization, and building relationships with senior executives. I’ve put 25 years of unique research into this book.

Publishing my latest book is exciting but also melancholy for me, because the coauthor of my last two books (Power Questions, Power Relationships)—Jerry Panas—passed away last year. I miss Jerry’s incisive intelligence, his wry sense of humor, and his deep, genuine, abiding interest in others. He never complained—he was always in a great mood. He taught me that the glass is not half-empty or half-full, it’s always full.

Jerry also told me once, “Sometimes, you just have to ask!” So I will…why don’t you check out It Starts with Clients, here. You can then go to my website,, to download my free, 46-page growth guide that accompanies the book. If you send me an email, I will mail you a personalized, signed bookplate to go inside the front cover (something else Jerry taught me! He knew the little personal touches are so important…like calling every single donor to thank them personally!).

Jerry Panas and Andrew Sobel