Managing key clients : Securing the future of the professional services firm

By:

Walker Kevin

Contributor(s):

Denvir Paul Ferguson Cliff

Publication details: London Continum 2000Description: 198p ixISBN:

9781844800865

Subject(s):

1.Professional Responsibility - U K2.Lawyers - Clients - Management

DDC classification:

340.028000 WAL

Contents:

Table of contents Section 1: Setting the Scene; 1 Finding the Motivation; 2 Clients, Key Clients and Crown Jewels. Section 2: Developing the Relationship; 3 Setting and Meeting Client Expectations; 4 Marketing to Clients; 5 Selling to Clients; 6 Cross-selling to Clients. Section 3: Key Client Planning; 7 Forming the Plan; 8 Using Supporting Technology. Section 4: Issues for the Firm; 9 Managing Key Client Relationships; 10 Values and Characteristics in Key Client Management; Appendix: Key Client Management Health check Analysis; Index

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Holdings
Item type	Current library	Shelving location	Call number	Status	Date due	Barcode
BOOKs	National Law School	NKCR SECTION	340.028 WAL (Browse shelf(Opens below))	Not For Loan		31927

Table of contents
Section 1: Setting the Scene;
1 Finding the Motivation;
2 Clients, Key Clients and Crown Jewels.
Section 2: Developing the Relationship;
3 Setting and Meeting Client Expectations;
4 Marketing to Clients;
5 Selling to Clients;
6 Cross-selling to Clients.
Section 3: Key Client Planning;
7 Forming the Plan;
8 Using Supporting Technology.
Section 4: Issues for the Firm;
9 Managing Key Client Relationships;
10 Values and Characteristics in Key Client Management;
Appendix: Key Client Management Health check Analysis;
Index

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