Developing Knowledge-Based Client Relationships

2. Auflage 2016
ISBN: 978-1-138-17391-0
Verlag: Routledge

Buch, Englisch, 416 Seiten, Format (B × H): 157 mm x 235 mm, Gewicht: 753 g

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.

Zielgruppe

Professional Practice & Development

Autoren/Hrsg.

Dawson, Ross

Fachgebiete

• Wirtschaftswissenschaften Volkswirtschaftslehre Volkswirtschaftslehre Allgemein Mikroökonomie
• Wirtschaftswissenschaften Betriebswirtschaft Management

Inhaltsverzeichnis

Part 1: Client Leadership1 Leading Your Clients: Developing Knowledge-Based Relationships2 The Future of Professional Services: Differentiation in Rapidly ChangingIndustriesPart 2: Adding Value with Knowledge3 Adding Value to Information: From Information to Knowledge4 Adding Value to Client Decision-Making: Better Strategic, Line, and PortfolioDecisions5 Adding Value to Client Capabilities: Enhancing Processes and SkillsPart 3: Implementation6 Enhancing Client Relationship Capabilities: Implementing Key Client Programs7 Platforms to Channels: Implementing Communication Portfolios8 Firm-Wide Relationship Management: Structuring Client Contact9 Leading Relationship Teams: Creating Consistent Communication10 Co-Creating Value: Building Partnerships and Developing Knowledge11 Value-Based Pricing: Implementing New Revenue Models12 Taking Action: Leading Your Clients in the Knowledge EconomyAppendix: The Nature of Mental Models: How People Acquire Knowledge

Über Autor(innen)

Ross Dawson