| 000 | 01182nam a2200217Ia 4500 | ||
|---|---|---|---|
| 999 |
_c37850 _d37850 |
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| 003 | OSt | ||
| 005 | 20210420105347.0 | ||
| 008 | 160316s2000 xxu||||| |||| 00| 0 eng d | ||
| 020 | _a9781844800865 | ||
| 040 | _cn | ||
| 082 |
_a340.028000 _bWAL |
||
| 100 | _aWalker Kevin | ||
| 245 | _aManaging key clients : Securing the future of the professional services firm | ||
| 260 |
_aLondon _bContinum _c2000 |
||
| 300 |
_a198p _cix |
||
| 365 | _bGratis | ||
| 505 | _aTable 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 | ||
| 650 | _a1.Professional Responsibility - U K2.Lawyers - Clients - Management | ||
| 700 |
_aDenvir Paul _aFerguson Cliff |
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| 942 |
_2ddc _cBK |
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