Managing Key Clients
Securing the Future of the Professional Services Firm
Published on 1. January 2000
Book
Paperback/Softback
216 pages
978-1-84480-086-5 (ISBN)
Description
This companion book to "Creating New Clients" begins with a "Key Client Management Healthcheck" It not only pinpoints what every reader's firm is currently doing to get the most out of their major clients - it aims to show them what they're doing wrong and how to put it right.
This companion book to "Creating New Clients" begins with a "Key Client Management Healthcheck" It not only pinpoints what every reader's firm is currently doing to get the most out of their major clients - it aims to show them what they're doing wrong and how to put it right.
This companion book to "Creating New Clients" begins with a "Key Client Management Healthcheck" It not only pinpoints what every reader's firm is currently doing to get the most out of their major clients - it aims to show them what they're doing wrong and how to put it right.
More details
Content
Section 1: Setting the Scene; 1 Finding the Motivation; 2 Clients, Key Clients and Crown Jewels. Section 2: Developing the Relationship; 3 Setting and Meeting Client Expectations; 4 Marketing to Clients; 5 Selling to Clients; 6 Cross-selling to Clients. Section 3: Key Client Planning; 7 Forming the Plan; 8 Using Supporting Technology. Section 4: Issues for the Firm; 9 Managing Key Client Relationships; 10 Values and Characteristics in Key Client Management; Appendix: Key Client Management Healthcheck Analysis; Index