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Sinopsis
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.
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Ross Dawson
De la contraportada
Developing Knowledge-Based Client Relationships, 2nd Edition
Leadership in Professional Services
Ross Dawson
“Dawson has pulled off the nigh-impossible: improved on what was already a terrific book. Even more than before, this is essential reading for professional service firms.”
— David Maister, author of Managing the Professional Service Firm and The Trusted Advisor
“For many professional firms, there is no bigger challenge than deepening their relationships with key clients. In this arena, Ross Dawson is a master and his book, for those prepared to study and change, can provide off-the-shelf competitive advantage.”
— Professor Richard Susskind, OBE; author of The Future of Law
“Ross Dawson was the first among the world's business thought leaders to pursue the intersection of knowledge and client relationships in professional services. No matter what your business, if you want to know more about your clients or customers, you'll find this book useful.”
— Thomas H. Davenport, Professor and Director of Research, Babson College, Accenture Fellow; author of What’s the Big Idea?
“Insightful, practical and beautifully straightforward – this should be essential reading for anyone offering professional or creative services.”
— Verna Allee, author of The Future of Knowledge: Increasing Prosperity through Value Networks
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 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.
Developing Knowledge-Based Client Relationships, Second Edition expands on the first edition by including two entirely new chapters, a new focus on leadership, current insights into professional services strategy and technology, and 16 new or updated case studies of best practice.
To learn more about Developing Knowledge-Based Client Relationships, Second Edition and Ross Dawson, please visit the author's website at www.ahtgroup.com.
Ross Dawson is founder and CEO of consulting firm Advanced Human Technologies, based in San Francisco and Sydney, Australia, and author of Living Networks. He is a frequent keynote speaker and strategy facilitator for major organizations worldwide.
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- EditorialRoutledge
- Año de publicación2005
- ISBN 10 0750678712
- ISBN 13 9780750678711
- EncuadernaciónTapa blanda
- IdiomaInglés
- Número de edición2
- Número de páginas416
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