Developing Knowledge-Based Client Relationships: Leadership in Professional Services

by Ross Dawson

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.

Genres: Business

412 pages, Kindle Edition

First published May 20, 2005

Reviews

[Andrei · Rating 5 out of 5]

Never heard of Ross before reading this, shame on me!

[Thomas Freeman · Rating 2 out of 5]

I'm finding this book to be very thought provoking. It relates to consulting work in developing the client relationship but I think it has great implications in every area of relationship development. I'm seeing ways I can apply what I'm learning to our fund raising work as missionaries. The focus on relationships and how to better tie the financial partner to the results of our relationship. Knowledge in the relationship needs to be a two way street. I look forward to learning more!