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Managing key clients : Securing the future of the professional services firm

By: Contributor(s): Publication details: London Continum 2000Description: 198p ixISBN:
  • 9781844800865
Subject(s): DDC classification:
  • 340.028000 WAL
Contents:
Table of contents Section 1: Setting the Scene; 1 Finding the Motivation; 2 Clients, Key Clients and Crown Jewels. Section 2: Developing the Relationship; 3 Setting and Meeting Client Expectations; 4 Marketing to Clients; 5 Selling to Clients; 6 Cross-selling to Clients. Section 3: Key Client Planning; 7 Forming the Plan; 8 Using Supporting Technology. Section 4: Issues for the Firm; 9 Managing Key Client Relationships; 10 Values and Characteristics in Key Client Management; Appendix: Key Client Management Health check Analysis; Index
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Item type Current library Shelving location Call number Status Barcode
BOOKs NLS Library Compactors 340.028 WAL (Browse shelf(Opens below)) Available 31927

Table of contents
Section 1: Setting the Scene;
1 Finding the Motivation;
2 Clients, Key Clients and Crown Jewels.
Section 2: Developing the Relationship;
3 Setting and Meeting Client Expectations;
4 Marketing to Clients;
5 Selling to Clients;
6 Cross-selling to Clients.
Section 3: Key Client Planning;
7 Forming the Plan;
8 Using Supporting Technology.
Section 4: Issues for the Firm;
9 Managing Key Client Relationships;
10 Values and Characteristics in Key Client Management;
Appendix: Key Client Management Health check Analysis;
Index