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Effective client management in professional services : how to build successful client relationships / / Jack Berkovi
| Effective client management in professional services : how to build successful client relationships / / Jack Berkovi |
| Autore | Berkovi Jack |
| Pubbl/distr/stampa | Surrey, England ; ; Burlington, Vermont : , : Gower Publishing Limited : , : Gower Publishing Company, , 2014 |
| Descrizione fisica | 1 online resource (377 p.) |
| Disciplina | 658.8/12 |
| Soggetto topico |
Customer services
Service industries - Marketing Professions - Marketing |
| Soggetto genere / forma | Electronic books. |
| ISBN |
1-317-14562-3
1-4094-3790-6 |
| Formato | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
Cover; Contents; List of Figures; List of Tables; List of Interviewees ; List of Case Studies; About the Author; Preface; Acknowledgements; The Challenge; Introduction; Chapter Summary; 1 Orientation: Developing a Culture of Client Orientation; 2 Buyers: How Clients Buy Professional Services; 3 Portfolio: Managing the Client Portfolio; 4 Satisfaction: Client Satisfaction and Loyalty; 5 Care: The Role of Client Care; 6 Brand: Brand, Differentiation and Positioning and their Impact on Clients; 7 Reputation: Gaining Reputation with Clients; 8 Relationships: Client Relationship Development
9 Development: Establishing an Effective Client Business Development Programme10 Attraction: Attracting New Clients; 11 Proposals: Developing Winning Client Proposals and Bids; 12 Innovation: Innovations that Impact Clients; 13 The Impact on Clients of Mergers among Firms; 14 The Way Ahead for Clients of Professional Services Firms; 15 The Client Management ProfileTM; Appendix 1: How Clients Think and Feel; Appendix 2: Buyer Profiling; Appendix 3: Feature, Advantage, Benefit, Evidence Exercise; Appendix 4: Strategic Client Planning Checklist; Appendix 5: Client Care Survey 2013; References Index |
| Record Nr. | UNINA-9910460347503321 |
Berkovi Jack
|
||
| Surrey, England ; ; Burlington, Vermont : , : Gower Publishing Limited : , : Gower Publishing Company, , 2014 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Effective client management in professional services : how to build successful client relationships / / Jack Berkovi
| Effective client management in professional services : how to build successful client relationships / / Jack Berkovi |
| Autore | Berkovi Jack |
| Pubbl/distr/stampa | Surrey, England ; ; Burlington, Vermont : , : Gower Publishing Limited : , : Gower Publishing Company, , 2014 |
| Descrizione fisica | 1 online resource (377 p.) |
| Disciplina | 658.8/12 |
| Soggetto topico |
Customer services
Service industries - Marketing Professions - Marketing |
| ISBN |
1-315-57890-5
1-317-14562-3 1-4094-3790-6 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
Cover; Contents; List of Figures; List of Tables; List of Interviewees ; List of Case Studies; About the Author; Preface; Acknowledgements; The Challenge; Introduction; Chapter Summary; 1 Orientation: Developing a Culture of Client Orientation; 2 Buyers: How Clients Buy Professional Services; 3 Portfolio: Managing the Client Portfolio; 4 Satisfaction: Client Satisfaction and Loyalty; 5 Care: The Role of Client Care; 6 Brand: Brand, Differentiation and Positioning and their Impact on Clients; 7 Reputation: Gaining Reputation with Clients; 8 Relationships: Client Relationship Development
9 Development: Establishing an Effective Client Business Development Programme10 Attraction: Attracting New Clients; 11 Proposals: Developing Winning Client Proposals and Bids; 12 Innovation: Innovations that Impact Clients; 13 The Impact on Clients of Mergers among Firms; 14 The Way Ahead for Clients of Professional Services Firms; 15 The Client Management ProfileTM; Appendix 1: How Clients Think and Feel; Appendix 2: Buyer Profiling; Appendix 3: Feature, Advantage, Benefit, Evidence Exercise; Appendix 4: Strategic Client Planning Checklist; Appendix 5: Client Care Survey 2013; References Index |
| Record Nr. | UNINA-9910787006603321 |
|
Berkovi Jack
|
||
| Surrey, England ; ; Burlington, Vermont : , : Gower Publishing Limited : , : Gower Publishing Company, , 2014 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Effective client management in professional services : how to build successful client relationships / / Jack Berkovi
| Effective client management in professional services : how to build successful client relationships / / Jack Berkovi |
| Autore | Berkovi Jack |
| Pubbl/distr/stampa | Surrey, England ; ; Burlington, Vermont : , : Gower Publishing Limited : , : Gower Publishing Company, , 2014 |
| Descrizione fisica | 1 online resource (377 p.) |
| Disciplina | 658.8/12 |
| Soggetto topico |
Customer services
Service industries - Marketing Professions - Marketing |
| ISBN |
1-315-57890-5
1-317-14562-3 1-4094-3790-6 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
Cover; Contents; List of Figures; List of Tables; List of Interviewees ; List of Case Studies; About the Author; Preface; Acknowledgements; The Challenge; Introduction; Chapter Summary; 1 Orientation: Developing a Culture of Client Orientation; 2 Buyers: How Clients Buy Professional Services; 3 Portfolio: Managing the Client Portfolio; 4 Satisfaction: Client Satisfaction and Loyalty; 5 Care: The Role of Client Care; 6 Brand: Brand, Differentiation and Positioning and their Impact on Clients; 7 Reputation: Gaining Reputation with Clients; 8 Relationships: Client Relationship Development
9 Development: Establishing an Effective Client Business Development Programme10 Attraction: Attracting New Clients; 11 Proposals: Developing Winning Client Proposals and Bids; 12 Innovation: Innovations that Impact Clients; 13 The Impact on Clients of Mergers among Firms; 14 The Way Ahead for Clients of Professional Services Firms; 15 The Client Management ProfileTM; Appendix 1: How Clients Think and Feel; Appendix 2: Buyer Profiling; Appendix 3: Feature, Advantage, Benefit, Evidence Exercise; Appendix 4: Strategic Client Planning Checklist; Appendix 5: Client Care Survey 2013; References Index |
| Record Nr. | UNINA-9910814810303321 |
|
Berkovi Jack
|
||
| Surrey, England ; ; Burlington, Vermont : , : Gower Publishing Limited : , : Gower Publishing Company, , 2014 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||