Managing Key Clients: Securing the Future of the Professional Services Firm by Paul Denvir
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Managing Key Clients
Summary
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.
Managing Key Clients Summary
Table of Contents
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
Additional information
GOR001356406
9781844800865
1844800865
Managing Key Clients: Securing the Future of the Professional Services Firm by Paul Denvir
Used - Very Good
Paperback
Cengage Learning EMEA
20000101
216
N/A
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This is a used book - there is no escaping the fact it has been read by someone else and it will show signs of wear and previous use. Overall we expect it to be in very good condition, but if you are not entirely satisfied please get in touch with us