Developing Knowledge-based Client Relationships: Leadership In Professional Services

Ross Dawson

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ISBN 10: 0750678712 ISBN 13: 9780750678711

Published by Butterworth-Heinemann, Saint Louis, Missouri, U.S.A., 2005

Language: English

Used Condition: Very Good Soft cover

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Bibliographic Details

Title

Developing Knowledge-based Client Relationships: Leadership In Professional Services

Publisher

Butterworth-Heinemann, Saint Louis, Missouri, U.S.A.

Publication Date

2005

Language

English

ISBN 10

0750678712

ISBN 13

9780750678711

Binding

Paperback

Edition

2nd Edition

Condition

Very Good

Seller catalogs

Business, Marketing, Management & Real Estate

About this title

Synopsis

Developing Knowledge-Based Client Relationships, Second Edition, shows organizations how to lead their key clients into lasting, profitable, high-value relationships. Building on the powerful, tested principles of knowledge-based client relationships, Ross Dawson provides clear and extremely practical approaches for all professional and knowledge-based firms on how to create unique value for both clients and themselves. Detailed case studies across a wide variety of professional services industries offer valuable insights into world leading practice in the field. He examines key client programs, and how to create deeper knowledge-based relationships through these. He discusses in detail the collaborative technologies available today and how they can be used in client relationships, along with managing portfolios of communications channels. He also discusses firm-wide relationship management, leading relationship teams, and value-based pricing for knowledge-based client relationships. This is done by presenting underlying theoretical framework, a variety of tools for structuring relationships and presenting knowledge to clients, and numerous case studies and examples of firms which have implemented these concepts successfully.

About the Author

Ross Dawson

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