Effective Client Management in Professional Services : How to Build Successful Client Relationships (Paperback)

1: Orientation: Developing a Culture of Client Orientation; 2: Buyers: How Clients Buy Professional Services; 3: Portfolio: Managing the Client Portfolio; 4: Satisfaction: Client Satisfaction and Loyalty; 5: Care: The Role of Client Care; 6: Brand: Brand, Differentiation and Positioning and their Impact on Clients; 7: Reputation: Gaining Reputation with Clients; 8: Relationships: Client Relationship Development; 9: Development: Establishing an Effective Client Business Development Programme; 10: Attraction: Attracting New Clients; 11: Proposals: Developing Winning Client Proposals and Bids; 12: Innovation: Innovations that Impact Clients; 13: The Impact on Clients of Mergers among Firms; 14: The Way Ahead for Clients of Professional Services Firms; 15: The Client Management Profile???