416 Pages
by
Routledge
416 Pages
by
Routledge
416 Pages
by
Routledge
Also available as eBook on:
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... Read more
Part 1: Client Leadership
1 Leading Your Clients: Developing Knowledge-Based Relationships
2 The Future of Professional Services: Differentiation in Rapidly Changing
Industries
Part 2: Adding Value with Knowledge
3 Adding Value to Information: From Information to Knowledge
4 Adding Value to Client Decision-Making: Better Strategic, Line, and Portfolio
Decisions
5 Adding Value to Client Capabilities: Enhancing Processes and Skills
Part 3: Implementation
6 Enhancing Client Relationship Capabilities: Implementing Key Client Programs
7 Platforms to Channels: Implementing Communication Portfolios
8 Firm-Wide Relationship Management: Structuring Client Contact
9 Leading Relationship Teams: Creating Consistent Communication
10 Co-Creating Value: Building Partnerships and Developing Knowledge
11 Value-Based Pricing: Implementing New Revenue Models
12 Taking Action: Leading Your Clients in the Knowledge Economy
Appendix: The Nature of Mental Models: How People Acquire Knowledge
1 Leading Your Clients: Developing Knowledge-Based Relationships
2 The Future of Professional Services: Differentiation in Rapidly Changing
Industries
Part 2: Adding Value with Knowledge
3 Adding Value to Information: From Information to Knowledge
4 Adding Value to Client Decision-Making: Better Strategic, Line, and Portfolio
Decisions
5 Adding Value to Client Capabilities: Enhancing Processes and Skills
Part 3: Implementation
6 Enhancing Client Relationship Capabilities: Implementing Key Client Programs
7 Platforms to Channels: Implementing Communication Portfolios
8 Firm-Wide Relationship Management: Structuring Client Contact
9 Leading Relationship Teams: Creating Consistent Communication
10 Co-Creating Value: Building Partnerships and Developing Knowledge
11 Value-Based Pricing: Implementing New Revenue Models
12 Taking Action: Leading Your Clients in the Knowledge Economy
Appendix: The Nature of Mental Models: How People Acquire Knowledge
Biography
Ross Dawson
