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.
*Completely updated and revised to focus on the latest thinking in
client relationships and professional services
* Discusses how to make effective use of the new collaborative
technologies
* Includes numerous case studies and examples of real professional
services firms
General
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