Managing Key Clients
Published on 8. June 2000
Book
Paperback/Softback
216 pages
978-0-8264-4710-4 (ISBN)
Description
A companion book to "Creating New Clients". Beginning with a "Key Client Management Healthcheck", the volume not only pinpoints what every reader's firm is currently doing to get the most out of their major clients - it will show them what they're doing wrong and how to put it right.
More details
Language
English
Place of publication
London
United Kingdom
Target group
College/higher education
Professional and scholarly
Illustrations
25 b&w line illustra
Dimensions
Height: 244 mm
Width: 169 mm
Weight
380 gr
ISBN-13
978-0-8264-4710-4 (9780826447104)
Copyright in bibliographic data is held by Nielsen Book Services Limited or its licensors: all rights reserved.
Schweitzer Classification
Content
Key client management healthcheck; finding the motivation; clients, key clients, and crown jewels; setting and meeting client expectations; marketing to clients; selling to clients; cross-selling to clients; forming the plan; using support technology; managing key client relationships; values and characteristics in key client management; key client management healthcheck analysis.