Developing Knowledge-Based Client Relationships

Name: Developing Knowledge-Based Client Relationships
Availability: InStock
ISBN: 9780750678711

ISBN-10: 0750678712

ISBN-13: 9780750678711

Edition: 2nd 2005 (Revised)

Authors: Ross Dawson

List price: $62.95

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This text provides an exploration of the importance of information and knowledge in business transactions and client relationships. It presents a theoretical framework, case studies and examples.

Book details

List price: $62.95
Edition: 2nd
Copyright year: 2005
Publisher: Routledge
Publication date: 7/27/2011
Binding: Paperback
Pages: 416
Size: 6.00" wide x 9.00" long x 1.00" tall
Weight: 1.672
Language: English



Preface to the Second Edition


Preface to the First Edition


Acknowledgments


Introduction



Client Leadership



Leading Your Clients: Developing Knowledge-Based Client Relationships



The Future of Professional Services: Differentiation in Rapidly Changing Industries



Adding Value with Knowledge



Adding Value to Information: From Information to Knowledge



Adding Value to Client Decision Making: Better Strategic, Line, and Portfolio Decisions



Adding Value to Client Capabilities: Enhancing Processes and Skills



Implementation



Enhancing Client Relationship Capabilities: Implementing Key Client Programs



Relationship Channels: Implementing Communication Portfolios



Firm-wide Relationship Management: Structuring Client Contact



Leading Relationship Teams: Creating Consistent Communication



Cocreating Value: Building Partnerships and Developing Knowledge



Value-Based Pricing: Implementing New Revenue Models



Taking Action: Leading Your Clients in the Knowledge Economy



The Nature of Mental Models: How People Acquire Knowledge


Bibliography


Index