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.
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