TY  - BOOK
AU  - Clark,Nigel.
TI  - Professional services marketing handbook: how to build relationships, grow your firm and become a client champion
SN  - 0749473479
PY  - 2015///
PB  - Kogan Page Ltd.
KW  - Business & Economics
KW  - Marketing
KW  - General
KW  - Consulting
N1  - Chapter, Lesson, Part; Theme One Growth; Chapter, Lesson, Part; Introduction to the Growth theme; Chapter, Lesson, Part; 01. Growth and globalization; Chapter, Lesson, Part; 02. Implementing a growth strategy; Chapter, Lesson, Part; 03. Developing international networks; Chapter, Lesson, Part; Lessons on Growth; Chapter, Lesson, Part; Theme Two Understanding; Chapter, Lesson, Part; Introduction to the Understanding theme; Chapter, Lesson, Part; 04. Listening, understanding and responding to clients; Chapter, Lesson, Part; 05. Closing the commerciality gap; Chapter, Lesson, Part; 06. What legal clients want; Chapter, Lesson, Part; Lessons on Understanding; Chapter, Lesson, Part; Theme Three Connecting; Chapter, Lesson, Part; Introduction to the Connecting theme; Chapter, Lesson, Part; 07. From communities to cohorts; Chapter, Lesson, Part; 08. Thought leadership; Chapter, Lesson, Part; 09. Conversation is king; Chapter, Lesson, Part; Lessons on Connecting; Chapter, Lesson, Part; Theme Four Relationships; Chapter, Lesson, Part; Introduction to the Relationships theme; Chapter, Lesson, Part; 10. The importance of client relationship management; Chapter, Lesson, Part; 11. Developing internal and external relationships; Chapter, Lesson, Part; 12. The primacy of relationships; Chapter, Lesson, Part; Lessons on Relationships; Chapter, Lesson, Part; Theme Five Managing; Chapter, Lesson, Part; Introduction to the Managing theme; Chapter, Lesson, Part; 13. It’s all about value; Chapter, Lesson, Part; 14. Managing transformational change; Chapter, Lesson, Part; 15. Understanding and exceeding partner expectations; Chapter, Lesson, Part; 16. The role of marketing KPIs in professional services firms; Chapter, Lesson, Part; Lessons on Managing; Chapter, Lesson, Part; Conclusion; Chapter, Lesson, Part; 17. The future for professional services marketing: becoming a client champion; Cover, Title,Professional services marketing handbook : how to build relationships, grow your firm and become a client champion--Preface, Introduction, TOC,Contents--Preface, Introduction, TOC,List of figures--Preface, Introduction, TOC,List of tables--Preface, Introduction, TOC,Contributors--Preface, Introduction, TOC,Foreword--Preface, Introduction, TOC,Acknowledgements--Preface, Introduction, TOC,About the editor--Preface, Introduction, TOC,Introduction: leadership themes in professional services marketing--References, Appendix, Index,References--References, Appendix, Index,Further reading--References, Appendix, Index,Index
UR  - http://portal.igpublish.com/iglibrary/search/KOGANB0001038.html
ER  -