Developing Knowledge-Based Client Relationships
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A01=Ross Dawson
advanced client relationship management
Author_Ross Dawson
business
Business Processes
Category=KJMK
Category=KJMV5
Category=KJN
client engagement strategies
Client Executives
Client Strategy
collaborative technologies
communication portfolio design
Creative Abrasion
DDB Worldwide
Developing Knowledge Based Client Relationships
eq_bestseller
eq_business-finance-law
eq_isMigrated=1
eq_isMigrated=2
eq_nobargain
eq_non-fiction
External Service Providers
firm
global
Global Business Network
Guru Model
industries
Information Visualization
Key Client
Knowledge Acquisition
knowledge management theory
Knowledge Transfer Outcomes
leadership
Learning Cycle
network
Pay For Performance
professional
Professional Service Firms
Professional Service Relationships
Professional Services Engagements
Professional Services Industries
Real World Business Environments
Relationship Coordinator
Relationship Leader
Relationship Objectives
Relationship Team
services
strategic decision support
team
Traditional Pricing Models
transfer
value-based consulting
Product details
- ISBN 9781138173910
- Weight: 930g
- Dimensions: 152 x 229mm
- Publication Date: 21 Jan 2016
- Publisher: Taylor & Francis Ltd
- Publication City/Country: GB
- Product Form: Hardback
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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.
