Info
L'analisi dell'innovazione nei servizi professionali / / Andrea Tomo
| L'analisi dell'innovazione nei servizi professionali / / Andrea Tomo |
| Autore | Tomo Andrea |
| Pubbl/distr/stampa | Turin, Italy : , : G. Giappichelli Editore, , 2016 |
| Descrizione fisica | 1 online resource (145 pages) |
| Disciplina | 658.812 |
| Collana | Economia Aziendale. Sezione Ricerche |
| Soggetto topico |
Customer services
Service industries - Marketing Professions - Marketing |
| Soggetto genere / forma | Electronic books. |
| ISBN | 88-921-6355-8 |
| Formato | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | ita |
| Record Nr. | UNINA-9910156393703321 |
Tomo Andrea
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| Turin, Italy : , : G. Giappichelli Editore, , 2016 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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L'analisi dell'innovazione nei servizi professionali / / Andrea Tomo
| L'analisi dell'innovazione nei servizi professionali / / Andrea Tomo |
| Autore | Tomo Andrea |
| Pubbl/distr/stampa | Turin, Italy : , : G. Giappichelli Editore, , 2016 |
| Descrizione fisica | 1 online resource (145 pages) |
| Disciplina | 658.812 |
| Collana | Economia Aziendale. Sezione Ricerche |
| Soggetto topico |
Customer services
Service industries - Marketing Professions - Marketing |
| ISBN | 88-921-6355-8 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | ita |
| Record Nr. | UNINA-9910792572203321 |
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Tomo Andrea
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| Turin, Italy : , : G. Giappichelli Editore, , 2016 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
L'analisi dell'innovazione nei servizi professionali / / Andrea Tomo
| L'analisi dell'innovazione nei servizi professionali / / Andrea Tomo |
| Autore | Tomo Andrea |
| Pubbl/distr/stampa | Turin, Italy : , : G. Giappichelli Editore, , 2016 |
| Descrizione fisica | 1 online resource (145 pages) |
| Disciplina | 658.812 |
| Collana | Economia Aziendale. Sezione Ricerche |
| Soggetto topico |
Customer services
Service industries - Marketing Professions - Marketing |
| ISBN | 88-921-6355-8 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | ita |
| Record Nr. | UNINA-9910819528703321 |
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Tomo Andrea
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| Turin, Italy : , : G. Giappichelli Editore, , 2016 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Creating rainmakers [[electronic resource] ] : the manager's guide to training professionals to attract new clients / / Ford Harding
| Creating rainmakers [[electronic resource] ] : the manager's guide to training professionals to attract new clients / / Ford Harding |
| Autore | Harding Ford |
| Pubbl/distr/stampa | Hoboken, N.J., : John Wiley & Sons, c2006 |
| Descrizione fisica | 1 online resource (290 p.) |
| Disciplina |
658.3124
658.8 |
| Soggetto topico |
Professions - Marketing
Personnel management Professional employees - Training of |
| Soggetto genere / forma | Electronic books. |
| ISBN |
1-118-42968-0
1-119-20215-9 1-280-51729-8 9786610517299 0-470-04699-6 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
CREATING RAINMAKERS: The Manager's Guide to Training Professionals to Attract New Clients; Contents; Acknowledgments; Introduction; Chapter 1: What Is a Rainmaker?; Chapter 2: What Rainmakers Know or the Mathematics of Selling; Chapter 3: How Rainmakers Think or the Skill of Optimism; Chapter 4: What Rainmakers Do or the Power of Systems; Chapter 5: Limits to the Rainmaker Model; Chapter 6: Targeting and Positioning; Chapter 7: Creating Value with Ideas; Chapter 8: Finding a Lead Generation Approach That Works; Chapter 9: Building Relationships That Produce Business
Chapter 10: Questioning and Synthesizing MethodsChapter 11: Anecdotal Selling; Chapter 12: Finessing a Sale; Chapter 13: After You Are Hired; Chapter 14: Creating Rainmakers; Conclusion; Introduction to Appendices; Appendix A: Recruiting Rainmakers; Appendix B: Compensating Professionals for Making Rain; Appendix C: Three Legs of a Stool; Appendix D: Creating Presenters; Endnotes; Index |
| Record Nr. | UNINA-9910143432503321 |
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Harding Ford
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| Hoboken, N.J., : John Wiley & Sons, c2006 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Creating rainmakers [[electronic resource] ] : the manager's guide to training professionals to attract new clients / / Ford Harding
| Creating rainmakers [[electronic resource] ] : the manager's guide to training professionals to attract new clients / / Ford Harding |
| Autore | Harding Ford |
| Pubbl/distr/stampa | Hoboken, N.J., : John Wiley & Sons, c2006 |
| Descrizione fisica | 1 online resource (290 p.) |
| Disciplina |
658.3124
658.8 |
| Soggetto topico |
Professions - Marketing
Personnel management Professional employees - Training of |
| ISBN |
0-470-31601-2
1-118-42968-0 1-119-20215-9 1-280-51729-8 9786610517299 0-470-04699-6 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
CREATING RAINMAKERS: The Manager's Guide to Training Professionals to Attract New Clients; Contents; Acknowledgments; Introduction; Chapter 1: What Is a Rainmaker?; Chapter 2: What Rainmakers Know or the Mathematics of Selling; Chapter 3: How Rainmakers Think or the Skill of Optimism; Chapter 4: What Rainmakers Do or the Power of Systems; Chapter 5: Limits to the Rainmaker Model; Chapter 6: Targeting and Positioning; Chapter 7: Creating Value with Ideas; Chapter 8: Finding a Lead Generation Approach That Works; Chapter 9: Building Relationships That Produce Business
Chapter 10: Questioning and Synthesizing MethodsChapter 11: Anecdotal Selling; Chapter 12: Finessing a Sale; Chapter 13: After You Are Hired; Chapter 14: Creating Rainmakers; Conclusion; Introduction to Appendices; Appendix A: Recruiting Rainmakers; Appendix B: Compensating Professionals for Making Rain; Appendix C: Three Legs of a Stool; Appendix D: Creating Presenters; Endnotes; Index |
| Record Nr. | UNINA-9910830464103321 |
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Harding Ford
|
||
| Hoboken, N.J., : John Wiley & Sons, c2006 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Creating rainmakers : the manager's guide to training professionals to attract new clients / / Ford Harding
| Creating rainmakers : the manager's guide to training professionals to attract new clients / / Ford Harding |
| Autore | Harding Ford |
| Pubbl/distr/stampa | Hoboken, N.J., : John Wiley & Sons, c2006 |
| Descrizione fisica | 1 online resource (290 p.) |
| Disciplina | 658.8 |
| Soggetto topico |
Professions - Marketing
Personnel management Professional employees - Training of |
| ISBN |
0-470-31601-2
1-118-42968-0 1-119-20215-9 1-280-51729-8 9786610517299 0-470-04699-6 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
CREATING RAINMAKERS: The Manager's Guide to Training Professionals to Attract New Clients; Contents; Acknowledgments; Introduction; Chapter 1: What Is a Rainmaker?; Chapter 2: What Rainmakers Know or the Mathematics of Selling; Chapter 3: How Rainmakers Think or the Skill of Optimism; Chapter 4: What Rainmakers Do or the Power of Systems; Chapter 5: Limits to the Rainmaker Model; Chapter 6: Targeting and Positioning; Chapter 7: Creating Value with Ideas; Chapter 8: Finding a Lead Generation Approach That Works; Chapter 9: Building Relationships That Produce Business
Chapter 10: Questioning and Synthesizing MethodsChapter 11: Anecdotal Selling; Chapter 12: Finessing a Sale; Chapter 13: After You Are Hired; Chapter 14: Creating Rainmakers; Conclusion; Introduction to Appendices; Appendix A: Recruiting Rainmakers; Appendix B: Compensating Professionals for Making Rain; Appendix C: Three Legs of a Stool; Appendix D: Creating Presenters; Endnotes; Index |
| Altri titoli varianti | Creating rain makers |
| Record Nr. | UNINA-9910877087103321 |
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Harding Ford
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||
| Hoboken, N.J., : John Wiley & Sons, c2006 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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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 |
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Berkovi Jack
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||
| 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 | ||
| ||
The million dollar private practice [[electronic resource] ] : using your expertise to build a practice that makes a difference / / David Steele
| The million dollar private practice [[electronic resource] ] : using your expertise to build a practice that makes a difference / / David Steele |
| Autore | Steele David (David A.), <1957-> |
| Pubbl/distr/stampa | Hoboken, N.J., : John Wiley & Sons, c2012 |
| Descrizione fisica | viii, 270 p. : ill |
| Disciplina | 001 |
| Soggetto topico |
Professions - Marketing
Specialists Expertise Consulting firms |
| ISBN |
1-283-64586-6
1-118-08998-7 1-118-22081-1 1-118-23458-8 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Record Nr. | UNINA-9910208822303321 |
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Steele David (David A.), <1957->
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| Hoboken, N.J., : John Wiley & Sons, c2012 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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