Synopsis
This companion book to "Creating New Clients" begins with a "Key Client Management Healthcheck" It not only pinpoints what every reader's firm is currently doing to get the most out of their major clients - it aims to show them what they're doing wrong and how to put it right.
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From the Publisher
No-one disagrees with the notion that good client management is important. It means that clients contiue to provide us with work at good rates, that they include us in their thinking when new opportunities for work arise and that they pay their bills willingly. If client management is so clearly good for the health of professional firms, why is it that so many of those firms fail to look after their clients successfully?
Managing Key Clients has been written to answer this question and to help professional learn the fundamentals of effective key client management. Clearly and concisely it outlines the processes and skills required for maintaining good relationships with clients. Like its predecessor, Creating New Clients, this is an immensely practical book that is full of common sense.
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Managing Key Clients: Securing the Future of the Professional Services Firm
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