Increasing Revenue from Your Clients
Published on 29. November 1989
Book
Hardback
260 pages
978-0-471-62052-5 (ISBN)
Description
This book describes a client-centered marketing approach to produce and protect revenue. It shows how to retain clients, sell additional services to them, and how to protect revenue obtained from clients that may be targeted by more aggressive firms. The author discusses how to develop client retention plans and strategies for re-establishing relations with former clients, and reveals how to build marketing into your consultation engagement procedures.
More details
Language
English
Place of publication
New York
United States
Publishing group
John Wiley and Sons Ltd
Target group
Professional and scholarly
Illustrations
Ill.
Dimensions
Height: 56 mm
Width: 36 mm
Weight
539 gr
ISBN-13
978-0-471-62052-5 (9780471620525)
Copyright in bibliographic data is held by Nielsen Book Services Limited or its licensors: all rights reserved.
Schweitzer Classification
Content
CLIENT-CENTERED MARKETING: ORIENTATION, STRATEGY, AND TOOLS. The Client-Centered Marketing Approach. Classifying and Targeting Your Existing Clients. Developing Value-Added Relationships. Building Marketing into the Engagement Process. Using the Client Alert System. Developing Client Service Plans. CREATING AND PROTECTING CLIENT REVENUE. Conducting the Initial Engagement. Selling Additional Services to Existing Clients. Creating and Managing a Client Referral System. Improving your Billing and Collection Results. Client Retention Planning. Making Client-Centered Marketing Work for You. Appendixes. Glossary of Terms.