Developing Knowledge-Based Client Relationships: Leadership in Professional Services - Softcover

Dawson, Ross

Softcover

ISBN 10: 0750678712 ISBN 13: 9780750678711

Publisher: Routledge, 2005

Synopsis

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, this book provides practical approaches for professional and knowledge-based firms on how to create unique value for both clients and themselves.

About this title

Review

"Dawson has pulled off the nigh-impossible: improved on what was already a terrific book. Even more than before, this is essential reading for professional service firms."
-- David Maister, author, Managing the Professional Service Firm, The Trusted Advisor

"Dawson really cuts through with the book, highlighting the essential ingredient for establishing strong client relationships. His perspectives on how knowledge catalises relationships should be read by industry professionals and users alike. It is a penetrating, yet practical guide."
-- Martin L North, General Manager, Strategic Consulting, Fujitsu Australia

"Law, accountancy and other professional firms have long recognised that acquiring, creating and developing knowledge and relationships is critical in providing value. As knowledge and relationships become the only sustainable escape from global commoditisation, Dawson uses a wide range of relevant examples to show how professional firms really work, and urges public and private sector leaders everywhere to adopt the professional firm model. Required reading."
-- Richard Chaplin, Founder & Executive Director, Managing Partners' Forum

"For many professional firms, there is no bigger challenge than deepening their relationships with key clients. In this arena, Ross Dawson is a master and his book, for those prepared to study and change, can provide off-the-shelf competitive advantage."
-- Professor Richard Susskind, OBE, Author of The Future of Law

"The second edition of Dawson's work is packed with even more relevant insights and models aimed at maximizing the value derived from knowledge and relationships. Professional services firms seeking sustainable growth with their clients would do well to absorb and apply its lessons."
James C. Spohrer, IBM Services Research

"Ross Dawson was the first among the world's business thought leaders to pursue the intersection of knowledge and client relationships in professional services. No matter what your business, if you want to know more about your clients or customers, you'll find this book useful."
-- Thomas H. Davenport, Professor and Director of Research, Babson College and Accenture Fellow

"Ross Dawson is the closest student I know of knowledge based client relationships. From his perch in Australia, his frequent fact finding world tours and his wide reading he keeps as close a watch as possible of the pell-mell networking developments in this field and he writes about them in a simple uncluttered way which make it easy to understand what is actually happening and who is involved."
-- Napier Collyns, Co-founder, Global Business Network

"The first time I read Developing Knowledge Based Client Relationships, it provided me with an fantastic understanding of the powerful role knowledge and technology play in client relationships. I knew it was a book that was ahead of its time. This second edition of the book brings forth a much further developed vision of knowledge based relationships that really brings into focus all of the potential and promise a knowledge enabled business world would deliver. As we venture forward into the idea and information age, this book provides a valuable guide to what we can hope to expect in the future."
-- Guy Alvarez, Founder, Business Development Institute, LLC

"This fresh new edition of Developing Knowledge-Based Client relationships is simply amazing! Not only has Ross Dawson's revolutionary view of the future been realized, but the practices and methods he laid out so beautifully in the first edition have been expanded, fine tuned, chiseled and polished into a truly masterful guide and tool set. From simple but powerful strategic frameworks to comprehensive principles of knowledge-value creation this book converts the "big ideas" of the knowledge economy into practical assessments, heuristics and processes for making intelligent choices about professional service offerings and strategic relationships. Insightful, practical and beautifully straightforward - this should be essential reading for anyone offering professional or creative services."
-- Verna Allee, author, The Future of Knowledge: Increasing Prosperity through Value Networks

From the Back Cover

Developing Knowledge-Based Client Relationships, 2nd Edition
Leadership in Professional Services
Ross Dawson

“Dawson has pulled off the nigh-impossible: improved on what was already a terrific book. Even more than before, this is essential reading for professional service firms.”
— David Maister, author of Managing the Professional Service Firm and The Trusted Advisor

“For many professional firms, there is no bigger challenge than deepening their relationships with key clients. In this arena, Ross Dawson is a master and his book, for those prepared to study and change, can provide off-the-shelf competitive advantage.”
— Professor Richard Susskind, OBE; author of The Future of Law

“Ross Dawson was the first among the world's business thought leaders to pursue the intersection of knowledge and client relationships in professional services. No matter what your business, if you want to know more about your clients or customers, you'll find this book useful.”
— Thomas H. Davenport, Professor and Director of Research, Babson College, Accenture Fellow; author of What’s the Big Idea?

“Insightful, practical and beautifully straightforward – this should be essential reading for anyone offering professional or creative services.”
— Verna Allee, author of The Future of Knowledge: Increasing Prosperity through Value Networks

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 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.

Developing Knowledge-Based Client Relationships, Second Edition expands on the first edition by including two entirely new chapters, a new focus on leadership, current insights into professional services strategy and technology, and 16 new or updated case studies of best practice.

To learn more about Developing Knowledge-Based Client Relationships, Second Edition and Ross Dawson, please visit the author's website at www.ahtgroup.com.

Ross Dawson is founder and CEO of consulting firm Advanced Human Technologies, based in San Francisco and Sydney, Australia, and author of Living Networks. He is a frequent keynote speaker and strategy facilitator for major organizations worldwide.

Edition details

• Publisher: Routledge
• Publication date: 2005
• ISBN 10: 0750678712
• ISBN 13: 9780750678711
• Binding: Paperback
• Language: English
• Edition number: 2
• Number of pages: 416