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Developing Knowledge-Based Client Relationships

Developing Knowledge-Based Client Relationships

Leadership in Professional Services

by Ross Dawson
Paperback
Publication Date: 20/05/2005
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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.
ISBN:
9780750678711
9780750678711
Category:
Customer services
Format:
Paperback
Publication Date:
20-05-2005
Language:
English
Publisher:
Taylor & Francis Ltd
Country of origin:
United Kingdom
Edition:
2nd Edition
Pages:
416
Dimensions (mm):
229x152x21mm
Weight:
0.67kg
Ross Dawson

World-renowned futurist and keynote speaker Ross Dawson inspires audiences with powerful, practical insights into the future and how to seize today’s opportunities.

In strong demand from major organizations globally, Ross has delivered high-impact keynotes and workshops in-person in over 30 countries and for hundreds of virtual events.

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