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Developing Knowledge Based Client Relationships

Author: Ross Dawson
Publisher: Routledge
ISBN: 1136003932
Size: 47.51 MB
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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

Developing Knowledge Based Client Relationships

Author: Ross Dawson
Publisher: Routledge
ISBN: 1136410821
Size: 30.60 MB
Format: PDF, ePub, Mobi
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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: 27.48 MB
Format: PDF, ePub
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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.

Making Rain

Author: Andrew Sobel
Publisher: John Wiley & Sons
ISBN: 0471406163
Size: 41.12 MB
Format: PDF, ePub
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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.

You Ve Been Framed

Author: Ray Sclafani
Publisher: John Wiley & Sons
ISBN: 1119079578
Size: 54.40 MB
Format: PDF, Kindle
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Reframe "wealth management" to achieve sustainable success in financial services You've Been Framed™ is a step-by-step guide for achieving ultimate profitability and sustainability for your financial advisory firm. Whether you're a savvy entrepreneur ready to dominate your competitors, or a more experienced advisor moving toward selling your practice, this guide will help you proactively reframe your business. You'll learn how to grow your pipeline of prospects, win the next generation of clients, and deepen your business so it can thrive without you—leaving you free to pursue what matters to you. Build your business on a holistic foundation of wealth management and assemble the team that will take you to the top as you develop a whole new perspective from which to offer your services. Transform your role from "directive advisor" to "trusted advocate." Completely shift the paradigm, and make yourself the de facto solution to your clients' wealth management issues. Whether it's the firm with which you're affiliated or the types of products and services you offer, you've been "framed." As a wealth management advisor, your clients have little understanding of what you do or why you do it. Even your team may have the wrong idea. This book helps you clarify and demonstrate the value of your knowledge and skills, so you can frame your work on your own terms. Build and showcase your enterprise value Renew client relationships and attract new demographics Become a leader with proven team-building tools Shift your role from advisor to advocate If you haven't effectively led discussions to co-create what your business stands for—and what differentiates it from competitors—you're losing talent, prospects, and business. You've Been Framed™ gives you the perspective you need to thrive in the new financial environment, and achieve sustainable success.

Perspectives On Knowledge Management

Author: I V Malhan
Publisher: Scarecrow Press
ISBN: 1461707021
Size: 46.20 MB
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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.

Crisis Intervention

Author: Kenneth France
Publisher: Charles C Thomas Publisher
ISBN: 0398081093
Size: 73.54 MB
Format: PDF, ePub
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In this exceptional new sixth edition, the author has retained the practical framework for offering immediate problem-solving assistance to persons in crisis. Therefore, the goal of this updated and expanded edition is to provide knowledge and methods applicable to particular crisis circumstances. Specific topics include: core concepts that are fundamental to all intervention efforts, crisis theory and the philosophy of crisis intervention, basic communication and problem-solving skills, suicide prevention, assistance for terminally ill persons, bereavement counseling, intervention with crime victims, rape counseling, negotiating with armed perpetrators, group strategies, family and marital interventions, disaster relief, case management, physical facilities, modes of contact, community relations, selection, training, and burnout prevention procedures. The handbook also details a review of the research on crisis intervention and how individual intervenors can build upon that knowledge. Numerous case examples presented in the handbook (with fictitious names) are based on actual occurrences the author has encountered. The techniques in this book are applicable to crisis centers, hotlines, Internet-based services, victim-assistance programs, college counseling centers, hospitals, schools, correctional facilities, children and youth programs, and other human service settings. The Study Questions at the end of each chapter are designed to serve as useful applications of crisis intervention theories and principles. Intended for caregivers whose work involves crisis intervention efforts, this is an informative resource for counselors, social workers, psychologists, nurses, physicians, clergy, correctional officers, parole and probation officers, and lay volunteers.

Human Intelligence

Author: Robert David Steele
Publisher: Strategic Studies Institute
ISBN: 1584874392
Size: 61.89 MB
Format: PDF
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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.--