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Leadership in Professional Services
To order this title, and for more information, click here
Second Edition
By
Ross Dawson, B.Sc. (Hons.) in Physics, Bristol University, U.K., Advanced Human Technologies, Sydney, Australia
Description
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.
Audience
Executives in Professional Services (consulting, law, accounting, audit, advertising, engineering, etc.) and in Institutional Financial
Services (investment banking, financial markets, funds management, private banking, etc.); Knowledge Professionals across all industries;
sales, marketing and business development executives in B-to-B markets. Secondary market: Students in Knowledge Management and management
programs in Business Schools, Library Science Schools, and Information Sciences/Computer Sciences Schools, departments, and programs
worldwide.
Contents
Part 1: Client Leadership
1 Leading Your Clients: Developing Knowledge-Based Relationships
2 The Future of Professional Services: Differentiation
in Rapidly Changing
Industries
Part 2: Adding Value with Knowledge
3 Adding Value to Information: From Information to Knowledge
4 Adding
Value to Client Decision-Making: Better Strategic, Line, and Portfolio
Decisions
5 Adding Value to Client Capabilities: Enhancing Processes
and Skills
Part 3: Implementation
6 Enhancing Client Relationship Capabilities: Implementing Key Client Programs
7 Platforms to Channels:
Implementing Communication Portfolios
8 Firm-Wide Relationship Management: Structuring Client Contact
9 Leading Relationship Teams: Creating
Consistent Communication
10 Co-Creating Value: Building Partnerships and Developing Knowledge
11 Value-Based Pricing: Implementing New
Revenue Models
12 Taking Action: Leading Your Clients in the Knowledge Economy
Appendix: The Nature of Mental Models: How People Acquire
Knowledge
| Bibliographic details |
Paperback, 416 pages, publication date: MAY-2005
ISBN-13: 978-0-7506-7871-1
ISBN-10: 0-7506-7871-2
Imprint: BUTTERWORTH HEINEMANN
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| Price and Ordering |
Price:
EUR 35.95
GBP 24.99
USD 37.95
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Last update: 5 Sep 2009
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