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Developing Knowledge-Based Client Relationships Leadership in Professional Services

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ISBN-10: 0750678712

ISBN-13: 9780750678711

Edition: 2nd 2005 (Revised)

Authors: Ross Dawson

List price: $59.95
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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.
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Book details

List price: $59.95
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: 1.496
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