Effective Client Management in Professional Services

How to Build Successful Client Relationships

Business & Finance, Management & Leadership, Planning & Forecasting, Marketing & Sales, Sales & Selling, Management
Cover of the book Effective Client Management in Professional Services by Jack Berkovi, Taylor and Francis
View on Amazon View on AbeBooks View on Kobo View on B.Depository View on eBay View on Walmart
Author: Jack Berkovi ISBN: 9781317145622
Publisher: Taylor and Francis Publication: April 29, 2016
Imprint: Routledge Language: English
Author: Jack Berkovi
ISBN: 9781317145622
Publisher: Taylor and Francis
Publication: April 29, 2016
Imprint: Routledge
Language: English

How do firms become Client-centric? Effective Client Management in Professional Services is about putting the Client first, everywhere, in the activities of professional services firms. The 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. Many firms are still developing and improving their commercial structures and approaches to attract, develop and retain Clients. Characteristically, professional services firms tend to lag their consumer goods and service industry counterparts in overall commerciality. Only recently have they discovered the value of having a strong brand promise with the associated employee engagement. In many firms achievement of Client satisfaction is not a strategic objective; this may need to be reviewed. 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. The book 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.

View on Amazon View on AbeBooks View on Kobo View on B.Depository View on eBay View on Walmart

How do firms become Client-centric? Effective Client Management in Professional Services is about putting the Client first, everywhere, in the activities of professional services firms. The 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. Many firms are still developing and improving their commercial structures and approaches to attract, develop and retain Clients. Characteristically, professional services firms tend to lag their consumer goods and service industry counterparts in overall commerciality. Only recently have they discovered the value of having a strong brand promise with the associated employee engagement. In many firms achievement of Client satisfaction is not a strategic objective; this may need to be reviewed. 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. The book 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.

More books from Taylor and Francis

Cover of the book The Roman Eastern Frontier and the Persian Wars AD 226-363 by Jack Berkovi
Cover of the book Sociology of Constitutions by Jack Berkovi
Cover of the book Investigative Reporting by Jack Berkovi
Cover of the book The Revenue Imperative by Jack Berkovi
Cover of the book Building Theories of Organization by Jack Berkovi
Cover of the book Peter Floris, his Voyage to the East Indies in the Globe, 1611-1615 by Jack Berkovi
Cover of the book John's Gospel as Witness by Jack Berkovi
Cover of the book The Politics and Practice of Religious Diversity by Jack Berkovi
Cover of the book Above the Clouds by Jack Berkovi
Cover of the book Digital Badges in Education by Jack Berkovi
Cover of the book Dignity, Degrading Treatment and Torture in Human Rights Law by Jack Berkovi
Cover of the book Providing Compassionate Healthcare by Jack Berkovi
Cover of the book Care in Education by Jack Berkovi
Cover of the book Evaluating High-Speed Rail by Jack Berkovi
Cover of the book Robert Louis Stevenson in the Pacific by Jack Berkovi
We use our own "cookies" and third party cookies to improve services and to see statistical information. By using this website, you agree to our Privacy Policy