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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 | ||
| ||
Implementing E-Government : an executive report for civil servants and their advisors / Gloria Evans
| Implementing E-Government : an executive report for civil servants and their advisors / Gloria Evans |
| Autore | EVANS, Gloria |
| Pubbl/distr/stampa | Aldershot : Gower Publishing Limited, copyr. 2003 |
| Descrizione fisica | VI, 134 p. ; 21 cm |
| Disciplina | 351.0285 |
| Soggetto topico | Internet nella pubblica amministrazione - Gran Bretagna |
| ISBN | 0-566-08553-4 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Record Nr. | UNISA-990002399120203316 |
|
EVANS, Gloria
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| Aldershot : Gower Publishing Limited, copyr. 2003 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. di Salerno | ||
| ||
Industrial poverty : yesterday Sweden, today Europe, tomorrow America / / by Sven R. Larson ; foreword by Michael Tanner
| Industrial poverty : yesterday Sweden, today Europe, tomorrow America / / by Sven R. Larson ; foreword by Michael Tanner |
| Autore | Larson Sven R. <1965-> |
| Pubbl/distr/stampa | Farnham, Surrey, [England] ; ; Burlington, [Vermont] : , : Gower Publishing Limited, , 2014 |
| Descrizione fisica | 1 online resource (216 p.) |
| Disciplina | 338.94 |
| Soggetto topico |
Economic development - Europe
Financial crises - Europe Welfare state - Europe |
| Soggetto genere / forma | Electronic books. |
| ISBN |
1-317-11707-7
1-317-11706-9 1-4724-3933-3 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Cover; Contents; List of Figures; List of Tables; Author Biography; Foreword; Preface; Acknowledgments; 1 The Nature of the European Crisis; 2 Sweden: Austerity Gone Wrong; 3 Industrial Poverty; 4a Europe in 2012: Entering the Economic Wasteland; 4b Europe in 2012: Deeper into the Crisis; 5 Can Austerity Work?; 6 Way Forward; Index |
| Record Nr. | UNINA-9910465501903321 |
|
Larson Sven R. <1965->
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||
| Farnham, Surrey, [England] ; ; Burlington, [Vermont] : , : Gower Publishing Limited, , 2014 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Industrial poverty : yesterday Sweden, today Europe, tomorrow America / / by Sven R. Larson ; foreword by Michael Tanner
| Industrial poverty : yesterday Sweden, today Europe, tomorrow America / / by Sven R. Larson ; foreword by Michael Tanner |
| Autore | Larson Sven R. <1965-> |
| Pubbl/distr/stampa | Farnham, Surrey, [England] ; ; Burlington, [Vermont] : , : Gower Publishing Limited, , 2014 |
| Descrizione fisica | 1 online resource (216 p.) |
| Disciplina | 338.94 |
| Soggetto topico |
Economic development - Europe
Financial crises - Europe Welfare state - Europe |
| ISBN |
0-415-78965-6
1-315-58842-0 1-317-11707-7 1-317-11706-9 1-4724-3933-3 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Cover; Contents; List of Figures; List of Tables; Author Biography; Foreword; Preface; Acknowledgments; 1 The Nature of the European Crisis; 2 Sweden: Austerity Gone Wrong; 3 Industrial Poverty; 4a Europe in 2012: Entering the Economic Wasteland; 4b Europe in 2012: Deeper into the Crisis; 5 Can Austerity Work?; 6 Way Forward; Index |
| Record Nr. | UNINA-9910786806603321 |
|
Larson Sven R. <1965->
|
||
| Farnham, Surrey, [England] ; ; Burlington, [Vermont] : , : Gower Publishing Limited, , 2014 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Industrial poverty : yesterday Sweden, today Europe, tomorrow America / / by Sven R. Larson ; foreword by Michael Tanner
| Industrial poverty : yesterday Sweden, today Europe, tomorrow America / / by Sven R. Larson ; foreword by Michael Tanner |
| Autore | Larson Sven R. <1965-> |
| Pubbl/distr/stampa | Farnham, Surrey, [England] ; ; Burlington, [Vermont] : , : Gower Publishing Limited, , 2014 |
| Descrizione fisica | 1 online resource (216 p.) |
| Disciplina | 338.94 |
| Soggetto topico |
Economic development - Europe
Financial crises - Europe Welfare state - Europe |
| ISBN |
0-415-78965-6
1-315-58842-0 1-317-11707-7 1-317-11706-9 1-4724-3933-3 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Cover; Contents; List of Figures; List of Tables; Author Biography; Foreword; Preface; Acknowledgments; 1 The Nature of the European Crisis; 2 Sweden: Austerity Gone Wrong; 3 Industrial Poverty; 4a Europe in 2012: Entering the Economic Wasteland; 4b Europe in 2012: Deeper into the Crisis; 5 Can Austerity Work?; 6 Way Forward; Index |
| Record Nr. | UNINA-9910812064403321 |
|
Larson Sven R. <1965->
|
||
| Farnham, Surrey, [England] ; ; Burlington, [Vermont] : , : Gower Publishing Limited, , 2014 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Managerial fraud : executive impression management, beyond red flags / / by Terry A. Sheridan
| Managerial fraud : executive impression management, beyond red flags / / by Terry A. Sheridan |
| Autore | Sheridan Terry A. |
| Pubbl/distr/stampa | Farnham, Surrey, [England] ; ; Burlington, [Vermont] : , : Gower Publishing Limited, , 2014 |
| Descrizione fisica | 1 online resource (304 p.) |
| Disciplina | 658.4/73 |
| Soggetto topico |
Employee crimes - Prevention
Executives - Psychology Management - Moral and ethical aspects |
| Soggetto genere / forma | Electronic books. |
| ISBN |
1-317-10198-7
1-317-10197-9 1-4724-1339-3 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Cover; Contents; List of Figures; List of Tables; Preface; 1 Introduction; 2 Mythological Causes of Fraud; 3 Impression Management; 4 The Makings of the Fraudster Manager Typology ; 5 Eventual Destructionof the Illusion; 6 The Basis of the Types; 7 The Two Fraudster Typology; 8 Rehabilitation Possibilities; 9 Case applications; 10 Prevention; 11 Conclusion; Bibliography; Index |
| Record Nr. | UNINA-9910465757103321 |
|
Sheridan Terry A.
|
||
| Farnham, Surrey, [England] ; ; Burlington, [Vermont] : , : Gower Publishing Limited, , 2014 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Managerial fraud : executive impression management, beyond red flags / / by Terry A. Sheridan
| Managerial fraud : executive impression management, beyond red flags / / by Terry A. Sheridan |
| Autore | Sheridan Terry A. |
| Pubbl/distr/stampa | Farnham, Surrey, [England] ; ; Burlington, [Vermont] : , : Gower Publishing Limited, , 2014 |
| Descrizione fisica | 1 online resource (304 p.) |
| Disciplina | 658.4/73 |
| Soggetto topico |
Employee crimes - Prevention
Executives - Psychology Management - Moral and ethical aspects |
| ISBN |
1-315-59345-9
1-317-10198-7 1-317-10197-9 1-4724-1339-3 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Cover; Contents; List of Figures; List of Tables; Preface; 1 Introduction; 2 Mythological Causes of Fraud; 3 Impression Management; 4 The Makings of the Fraudster Manager Typology ; 5 Eventual Destructionof the Illusion; 6 The Basis of the Types; 7 The Two Fraudster Typology; 8 Rehabilitation Possibilities; 9 Case applications; 10 Prevention; 11 Conclusion; Bibliography; Index |
| Record Nr. | UNINA-9910787087603321 |
|
Sheridan Terry A.
|
||
| Farnham, Surrey, [England] ; ; Burlington, [Vermont] : , : Gower Publishing Limited, , 2014 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Managerial fraud : executive impression management, beyond red flags / / by Terry A. Sheridan
| Managerial fraud : executive impression management, beyond red flags / / by Terry A. Sheridan |
| Autore | Sheridan Terry A. |
| Pubbl/distr/stampa | Farnham, Surrey, [England] ; ; Burlington, [Vermont] : , : Gower Publishing Limited, , 2014 |
| Descrizione fisica | 1 online resource (304 p.) |
| Disciplina | 658.4/73 |
| Soggetto topico |
Employee crimes - Prevention
Executives - Psychology Management - Moral and ethical aspects |
| ISBN |
1-315-59345-9
1-317-10198-7 1-317-10197-9 1-4724-1339-3 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Cover; Contents; List of Figures; List of Tables; Preface; 1 Introduction; 2 Mythological Causes of Fraud; 3 Impression Management; 4 The Makings of the Fraudster Manager Typology ; 5 Eventual Destructionof the Illusion; 6 The Basis of the Types; 7 The Two Fraudster Typology; 8 Rehabilitation Possibilities; 9 Case applications; 10 Prevention; 11 Conclusion; Bibliography; Index |
| Record Nr. | UNINA-9910800165103321 |
|
Sheridan Terry A.
|
||
| Farnham, Surrey, [England] ; ; Burlington, [Vermont] : , : Gower Publishing Limited, , 2014 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
