Developing Knowledge Based Client Relationships

Author: Ross Dawson
Publisher: Routledge
ISBN: 1136410821
Size: 34.90 MB
Format: PDF
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Developing Knowledge-Based Client Relationships, Second Edition, shows organizations how to lead their key clients into lasting, profitable, high-value relationships. Building on the powerful, tested principles of knowledge-based client relationships, Ross Dawson provides clear and extremely practical approaches for all professional and knowledge-based firms on how to create unique value for both clients and themselves. Detailed case studies across a wide variety of professional services industries offer valuable insights into world leading practice in the field. He examines key client programs, and how to create deeper knowledge-based relationships through these. He discusses in detail the collaborative technologies available today and how they can be used in client relationships, along with managing portfolios of communications channels. He also discusses firm-wide relationship management, leading relationship teams, and value-based pricing for knowledge-based client relationships. This is done by presenting underlying theoretical framework, a variety of tools for structuring relationships and presenting knowledge to clients, and numerous case studies and examples of firms which have implemented these concepts successfully.

Living Networks

Author: Ross Dawson
Publisher: Lulu Enterprises Uk Limited
ISBN: 9781847995605
Size: 66.59 MB
Format: PDF, Kindle
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An executive's guide to success in the network economy The networks are coming to life. In Living Networks, Ross Dawson offers a systematic executive's framework for taking advantage of this extraordinary transformation. Dawson shows how to lead organizations in our intensely networked global economy. He shows how to tap networks to deepen relationships with customers and partners, promote "distributed innovation," and accelerate the development of profitable new products and services. Finally, he shows how individuals can plug into living networks to liberate themselves, earn more money, and achieve greater personal satisfaction.

Developing Knowledge Based Client Relationships

Author: Ross Dawson
Publisher: Routledge
ISBN: 1136003940
Size: 56.48 MB
Format: PDF, ePub
View: 6907
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The publication of this book heralds a new field of management, thought and practice. The advocates of the 'knowledge economy' have to date focused almost exclusively on how managers can increase the internal productivity of their knowledge assets and intellectual capital. The important next step is understanding that a large and rapidly increasing proportion of the value of business transactions is in knowledge itself. Once this is recognized, managers must devote their attention to how to maximize the value of that knowledge to customers, and tie that directly to developing enduring and profitable relationships. Developing Knowledge-Based Client Relationships guides the reader to understanding the increasing importance of information and knowledge in business transactions and client relationships. It then goes on to present in an extremely practical fashion what knowledge organizations can do to enhance the value of the knowledge they deliver to clients and use that to develop profitable relationships. This is done by presenting underlying theoretical framework, a variety of tools for structuring relationships and presenting knowledge to clients, and numerous case studies and examples of firms which have implemented these concepts successfully. Fills a gap in present knowledge literature in the customer knowledge area Practical tools and effective case studies with world-recognized companies Shows how knowledge organizations of all kinds can increase their competitive edge by adding value to their clients

Making Rain

Author: Andrew Sobel
Publisher: John Wiley & Sons
ISBN: 0471406163
Size: 46.15 MB
Format: PDF, Docs
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Professionals who work with clients or large accounts can create lifetime relationships based on these well-researched secrets. Based drawing from extensive interviews with client executives, Making Rain offers a series of provocative insights on how to shed the expert-for-hire label and develop long-term advisory relationships. Exploding the popular myth of the "Rainmaker," a dated and dysfunctional figure that clients no longer welcome, Andrew Sobel argues that any professional can learn to "make rain" on an ongoing basis with existing clients by developing a special set of skills, attitudes, and strategies. These innovative tips and techniques from a recognized leader in the field of professional services will enable any consultant, salesperson, or service professional to create enduring client loyalty.

Perspectives On Knowledge Management

Author: I V Malhan
Publisher: Scarecrow Press
ISBN: 1461707021
Size: 30.50 MB
Format: PDF, Docs
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In an effort to integrate the thought processes of prominent scholars in the field of Knowledge Management (KM), editors I V Malhan and Shivarama Rao K have selected contributions from these scholars and encapsulated them in a single volume. Compiled primarily to make information professionals and knowledge workers aware of the growing diversity and importance of KM, the comprehensive coverage provided in Perspectives on Knowledge Management will contribute to better understanding of the evolving and significant field of KM.

Psychotherapy Relationships That Work

Author: John C. Norcross
Publisher: Oxford University Press
ISBN: 0199930503
Size: 18.89 MB
Format: PDF, ePub, Mobi
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The second edition of Psychotherapy Relationships That Work: Evidence-Based Responsiveness is a compelling synthesis of the best available research, clinical expertise, and patient characteristics in the tradition of evidence-based practice.

Human Intelligence

Author: Robert David Steele
Publisher: Strategic Studies Institute
ISBN: 1584874392
Size: 77.74 MB
Format: PDF, ePub, Mobi
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The author explores the centrality of Human Intelligence (HUMINT) in meeting the needs of the U.S. Army, the Department of Defense, and the whole of government. Such intelligence is essential to create a national security strategy, to define whole of government policies, to acquire the right capabilities at the right price in time to be useful, and to conduct local and global operations. He outlines 15 distinct types of HUMINT, four of which are classified (defensive and offensive counterintelligence, clandestine operations, and covert action), with the other 11 being predominantly unclassified. The author offers the U.S. Army an orientation to a world in which thinkers displace shooters as the center of gravity for planning, programming, and budgeting, as well as the proper structuring of mission mandates, force structures, and tactics and techniques to be used in any given mission area.--

Implementing Enterprise 2 0

Author: Ross Dawson
Publisher: Createspace Independent Pub
ISBN: 9781441486905
Size: 44.28 MB
Format: PDF, ePub, Mobi
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Implementing Enterprise 2.0 provides detailed practical insights into how to create substantial business value with web technologies, supported by numerous case studies of successful implementation and lessons learned. Implementing Enterprise 2.0 can be used to gain a clear understanding of Enterprise 2.0 and Web 2.0 in organizations, identify opportunities for value creation, provide a structured view of benefits and risks, establish governance initiatives, create and communicate a clear Enterprise 2.0 strategy for your organization, and design and implement successful projects.

Implementing Value Pricing

Author: Ronald J. Baker
Publisher: John Wiley & Sons
ISBN: 9780470929575
Size: 63.10 MB
Format: PDF, ePub
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Praise for IMPLEMENTING VALUE PRICING A Radical Business Model for Professional Firms "Ron Baker is the most prolific and best writer when it comes to pricing services. This is a must-read for executives and partners in small to large firms. Ron provides the basics, the advanced ideas, the workbooks, the case studies—everything. This is a must-have and a terrific book." —Reed K. Holden founder and CEO, Holden Advisors, Corp., Associate Professor, Columbia University www.holdenadvisors.com "We've known through Ron Baker's earlier books that he's not just an extraordinary thinker and truly brilliant writer—he's a mover and a shaker on a mission. This is the End of Time! Brilliant." —Paul Dunn Chairman, B1G1® www.b1g1.com "Implementing Value Pricing is a powerful blend of theory, strategy, and tactics. Ron Baker's most recent offering is ambitious in scope, exploring topics that include economic theory, customer orientation, value identification, service positioning, and pricing strategy. He weaves all of them together seamlessly, and includes numerous examples to illustrate his primary points. I have applied the knowledge I've gained from his body of work, and the benefits to me—and to my customers—have been immediate, significant, and ongoing." —Brent Uren Principal, Valuation & Business Modeling Ernst & Young® www.ey.com "Ron Baker is a revolutionary. He is on a radical crusade to align the interests of service providers with those of their customers by having lawyers, accountants, and consultants charge based on the value they provide, rather than the effort it takes. Implementing Value Pricing is a manifesto that establishes a clear case for the revolution. It provides detailed guidance that includes not only strategies and tactics, but key predictive indicators for success. It is richly illustrated by the successes of firms that have embraced value-based pricing to make their services not only more cost-effective for their customers, but more profitable as well. The hallmark of a manifesto is an unyielding sense of purpose and a call to action. Let the revolution begin." —Robert G. Cross, Chairman and CEO, Revenue Analytics, Inc. Author, Revenue Management: Hard-Core Tactics for Market Domination