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Effective Client Management in Professional Services [electronic resource]: How to Build Successful Client Relationships

Jack Berkovi
Format
EBook; Book; Online
Published
Farnham, Surrey ; Burlington, VT : Gower, [2014]
Language
English
ISBN
9781409437895 (hardback : alk. paper), 9781409437901 (ebook), 9781472407986 (epub)
Contents
  • Orientation : developing a culture of client orientation
  • Buyers : how clients buy professional services
  • Portfolio : managing the client portfolio
  • Satisfaction : client satisfaction and loyalty
  • Care : effective client care
  • Brand : brand, differentiation and positioning and their impact on clients
  • Reputation : gaining reputation with clients
  • Relationships : client relationship development
  • Development : establishing an effective client business development programme
  • Attraction : attracting new clients
  • Proposals : developing winning client proposals
  • Innovation : innovations that impact clients
  • The impact on clients of mergers among firms
  • The way ahead for clients of professional services firms
  • The client management profile and the client management index.
Description
Mode of access: World wide Web.
Notes
Includes bibliographical references (pages 337-338) and index.
Copyright Not EvaluatedCopyright Not Evaluated
Technical Details
  • Access in Virgo Classic
  • Staff View

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    a| Orientation : developing a culture of client orientation -- Buyers : how clients buy professional services -- Portfolio : managing the client portfolio -- Satisfaction : client satisfaction and loyalty -- Care : effective client care -- Brand : brand, differentiation and positioning and their impact on clients -- Reputation : gaining reputation with clients -- Relationships : client relationship development -- Development : establishing an effective client business development programme -- Attraction : attracting new clients -- Proposals : developing winning client proposals -- Innovation : innovations that impact clients -- The impact on clients of mergers among firms -- The way ahead for clients of professional services firms -- The client management profile and the client management index.
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