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Effective client management in professional services : how to build successful client relationships /
This book introduces the client management model to enable firms to assess their level of client orientation and relationship development. It also features the client management index which enables firms to benchmark their result against their peers. This book provides a comprehensive, pragmatic gui...
| Clasificación: | Libro Electrónico |
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| Autor principal: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
Farnham, Surrey, England :
Gower Publishing Limited,
[2014]
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| Temas: | |
| Acceso en línea: | Texto completo |
| Sumario: | This book introduces the client management model to enable firms to assess their level of client orientation and relationship development. It also features the client management index which enables firms to benchmark their result against their peers. This book provides a comprehensive, pragmatic guide to the client relationship journey, from identifying potential clients to their engagement, care, retention, development, loyalty and beyond. The handbook format has exercises and tools which can help to establish which clients are likely to be the most lucrative and thus provide the desired financial returns. This resource also includes insights from top practitioners, anecdotes, case studies, charts and useful exercises and checklists. Readers can also determine their own level of effectiveness using the end of chapter reviews and a diagnostic tool to produce a client management profile. -- |
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| Descripción Física: | 1 online resource |
| Bibliografía: | Includes bibliographical references and index. |
| ISBN: | 9781409437901 1409437906 9781472407986 1472407989 9781317145639 1317145631 1409437892 9781409437895 1317145623 9781317145622 |