| Description |
xx, 392 pages : illustrations ; 23 cm |
| Contents |
Ch. 1. Leading your clients : developing knowledge-based client relationships -- Ch. 2. The future of professional services : differentiation in rapidly changing industries -- Ch. 3. Adding value to information : from information to knowledge -- Ch. 4. Adding value to client decision making : better strategic, line, and portfolio decisions -- Ch. 5. Adding value to client capabilities : enhancing processes and skills -- Ch. 6. Enhancing client relationship capabilities : implementing key client programs -- Ch. 7. Relationship channels : implementing communication portfolios -- Ch. 8. Firm-wide relationship management : structuring client contact -- Ch. 9. Leading relationship teams : creating consistent communication -- Ch. 10. Cocreating value : building partnerships and developing knowledge -- Ch. 11. Value-based pricing : implementing new revenue models -- Ch. 12. Taking action : leading your clients in the knowledge economy |
|
App. A. The nature of mental models : how people acquire knowledge |
| Summary |
"Developing Knowledge-Based Client Relationships, Second Edition shows organizations how to lead their key clients into lasting, profitable, high-value relationships. Building on the principles of knowledge-based client relationships, Ross Dawson provides clear and 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 insights into world-leading practice in the field."--BOOK JACKET |
| Bibliography |
Includes bibliographical references (pages 357-366) and index |
| Subject |
Business consultants.
|
| LC no. |
2005009797 |
| ISBN |
0750678712 (acid-free paper) |
|
