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Professional services marketing handbook : how to build relationships, grow your firm and become a client champion /
"Marketing in professional services and consulting businesses (law, accounting, property, management consulting, project management, engineering, technical services, etc.) has progressed significantly in recent years. It is now seen as a major contributor to attracting and retaining clients, bu...
| Call Number: | Libro Electrónico |
|---|---|
| Other Authors: | , |
| Format: | Electronic eBook |
| Language: | Inglés |
| Published: |
Philadelphia, PA :
Kogan Page,
[2015]
|
| Edition: | 1st Edition. |
| Subjects: | |
| Online Access: | Texto completo |
Table of Contents:
- 01 Growth and globalization
- 02 Implementing a growth strategy: lessons from Asia Pacific
- 03 Developing international networks
- 04 Listening, understanding and responding to clients
- 05 Closing the commerciality gap
- 06 What legal clients want
- 07 From communities to cohorts
- 08 Thought leadership: transforming insights into opportunities
- 09 Conversation is king: connecting thought leadership and sales
- Dale Bryce
- Thought leadership and the Challenger Sale model
- Left brain vs right brain
- 10 The importance of client relationship management
- 11 Developing internal and external relationships
- 12 The primacy of relationships: how and why clients choose
- 13 It's all about value: managing marketing and business development
- 14 Managing transformational change
- 15 Understanding and exceeding partner expectations
- 16 The role of marketing KPIs in professional services firms
- 17 The future for professional services marketing: becoming a client champion.