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039		9	_a201806121126 _bstaff _c201607151203 _dstaff _c201606141510 _dstaff _y201605041227 _zadmin
041	0		_aeng
099			_aEbook
100	1		_aClark, Nigel.. _9115791
245	0	0	_aProfessional services marketing handbook _h[electronic resource] : _bhow to build relationships, grow your firm and become a client champion/ _cClark, Nigel.
260			_bKogan Page Ltd., _c2015.
300			_a281 p.
505	0		_gChapter, Lesson, Part _tTheme One Growth.
505	0		_gChapter, Lesson, Part _tIntroduction to the Growth theme.
505	0		_gChapter, Lesson, Part _t01. Growth and globalization.
505	0		_gChapter, Lesson, Part _t02. Implementing a growth strategy.
505	0		_gChapter, Lesson, Part _t03. Developing international networks.
505	0		_gChapter, Lesson, Part _tLessons on Growth.
505	0		_gChapter, Lesson, Part _tTheme Two Understanding.
505	0		_gChapter, Lesson, Part _tIntroduction to the Understanding theme.
505	0		_gChapter, Lesson, Part _t04. Listening, understanding and responding to clients.
505	0		_gChapter, Lesson, Part _t05. Closing the commerciality gap.
505	0		_gChapter, Lesson, Part _t06. What legal clients want.
505	0		_gChapter, Lesson, Part _tLessons on Understanding.
505	0		_gChapter, Lesson, Part _tTheme Three Connecting.
505	0		_gChapter, Lesson, Part _tIntroduction to the Connecting theme.
505	0		_gChapter, Lesson, Part _t07. From communities to cohorts.
505	0		_gChapter, Lesson, Part _t08. Thought leadership.
505	0		_gChapter, Lesson, Part _t09. Conversation is king.
505	0		_gChapter, Lesson, Part _tLessons on Connecting.
505	0		_gChapter, Lesson, Part _tTheme Four Relationships.
505	0		_gChapter, Lesson, Part _tIntroduction to the Relationships theme.
505	0		_gChapter, Lesson, Part _t10. The importance of client relationship management.
505	0		_gChapter, Lesson, Part _t11. Developing internal and external relationships.
505	0		_gChapter, Lesson, Part _t12. The primacy of relationships.
505	0		_gChapter, Lesson, Part _tLessons on Relationships.
505	0		_gChapter, Lesson, Part _tTheme Five Managing.
505	0		_gChapter, Lesson, Part _tIntroduction to the Managing theme.
505	0		_gChapter, Lesson, Part _t13. It’s all about value.
505	0		_gChapter, Lesson, Part _t14. Managing transformational change.
505	0		_gChapter, Lesson, Part _t15. Understanding and exceeding partner expectations.
505	0		_gChapter, Lesson, Part _t16. The role of marketing KPIs in professional services firms.
505	0		_gChapter, Lesson, Part _tLessons on Managing.
505	0		_gChapter, Lesson, Part _tConclusion.
505	0		_gChapter, Lesson, Part _t17. The future for professional services marketing: becoming a client champion.
505	0		_aCover, 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.
650			_aBusiness & Economics _9100403
650			_aMarketing _919322
650			_aGeneral _918876
650			_aBusiness & Economics _9100403
650			_aConsulting _9115792
856	4	0	_uhttp://portal.igpublish.com/iglibrary/search/KOGANB0001038.html
942			_c10
999			_c75895 _d75895