Developing Knowledge Based Client Relationships

Author: Ross Dawson
Publisher: Routledge
ISBN: 1136003932
Format: PDF, Docs
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The publication of this book heralds a new field of management, thought and practice. The advocates of the 'knowledge economy' have to date focused almost exclusively on how managers can increase the internal productivity of their knowledge assets and intellectual capital. The important next step is understanding that a large and rapidly increasing proportion of the value of business transactions is in knowledge itself. Once this is recognized, managers must devote their attention to how to maximize the value of that knowledge to customers, and tie that directly to developing enduring and profitable relationships. Developing Knowledge-Based Client Relationships guides the reader to understanding the increasing importance of information and knowledge in business transactions and client relationships. It then goes on to present in an extremely practical fashion what knowledge organizations can do to enhance the value of the knowledge they deliver to clients and use that to develop profitable 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. Fills a gap in present knowledge literature in the customer knowledge area Practical tools and effective case studies with world-recognized companies Shows how knowledge organizations of all kinds can increase their competitive edge by adding value to their clients

Developing Knowledge Based Client Relationships

Author: Ross Dawson
Publisher: Routledge
ISBN: 1136410821
Format: PDF, Mobi
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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.

Living Networks

Author: Ross Dawson
Publisher: Lulu Enterprises Uk Limited
ISBN: 9781847995605
Format: PDF, ePub, Docs
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An executive's guide to success in the network economy The networks are coming to life. In Living Networks, Ross Dawson offers a systematic executive's framework for taking advantage of this extraordinary transformation. Dawson shows how to lead organizations in our intensely networked global economy. He shows how to tap networks to deepen relationships with customers and partners, promote "distributed innovation," and accelerate the development of profitable new products and services. Finally, he shows how individuals can plug into living networks to liberate themselves, earn more money, and achieve greater personal satisfaction.

Making Rain

Author: Andrew Sobel
Publisher: John Wiley & Sons
ISBN: 0471406163
Format: PDF
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Professionals who work with clients or large accounts can create lifetime relationships based on these well-researched secrets. Based drawing from extensive interviews with client executives, Making Rain offers a series of provocative insights on how to shed the expert-for-hire label and develop long-term advisory relationships. Exploding the popular myth of the "Rainmaker," a dated and dysfunctional figure that clients no longer welcome, Andrew Sobel argues that any professional can learn to "make rain" on an ongoing basis with existing clients by developing a special set of skills, attitudes, and strategies. These innovative tips and techniques from a recognized leader in the field of professional services will enable any consultant, salesperson, or service professional to create enduring client loyalty.

Knowledge Management Tools and Techniques

Author: Madanmohan Rao
Publisher: Routledge
ISBN: 1136389601
Format: PDF, ePub
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Knowledge management (KM) - or the practice of using information and collaboration technologies and processes to capture organizational learning and thereby improve business performance - is becoming one of the key disciplines in management, especially in large companies. Many books, magazines, conferences, vendors, consultancies, Web sites, online communities and email lists have been formed around this concept. This practical book focuses on the vast offerings of KM solutions—technology, content, and services. The focus is not on technology details, but on how KM and IT practitioners actually use KM tools and techniques. Over twenty case studies describe the real story of choosing and implementing various KM tools and techniques, and experts analyse the trends in the evolution of these technologies and tools, along with opportunities and challenges facing companies harnessing them. Lessons from successes and failures are drawn, along with roadmaps for companies beginning or expanding their KM practice. The introductory chapter presents a taxonomy of KM tools, identifies IT implications of KM practices, highlights lessons learned, and provides tips and recommendations for companies using these tools. Relevant literature on KM practices and key findings of market research groups and industry consortia such as IDC, Gartner and APQC, are presented. The majority of the book is devoted to case studies, featuring clients and vendors along the entire spectrum of solutions: hardware (e.g. handheld/wearable devices), software (e.g. analytics, collaboration, document management) and content (e.g. newsfeeds, market research). Each chapter is structured along the "8Cs" framework developed by the author: connectivity, content, community, commerce, community, capacity, culture, cooperation and capital. In other words, each chapter addresses how appropriate KM tools and technologies help a company on specific fronts such as fostering adequate employee access to knowledge bodies, user-friendly work-oriented content, communities of practice, a culture of knowledge, learning capacity, a spirit of cooperation, commercial and other incentives, and carefully measured capital investments and returns. Vendor history, product/service offerings, implementation details, client testimonials, ROI reports, and future trends are highlighted. Experts in the field then provide third-party analysis on trends in KM tools and technique areas, and recommendations for KM practitioners.

Perspectives on Knowledge Management

Author: I V Malhan
Publisher: Scarecrow Press
ISBN: 1461707021
Format: PDF, Mobi
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In an effort to integrate the thought processes of prominent scholars in the field of Knowledge Management (KM), editors I V Malhan and Shivarama Rao K have selected contributions from these scholars and encapsulated them in a single volume. Compiled primarily to make information professionals and knowledge workers aware of the growing diversity and importance of KM, the comprehensive coverage provided in Perspectives on Knowledge Management will contribute to better understanding of the evolving and significant field of KM.

Psychotherapy Relationships That Work

Author: John C. Norcross
Publisher: Oxford University Press
ISBN: 0199930503
Format: PDF, Kindle
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The second edition of Psychotherapy Relationships That Work: Evidence-Based Responsiveness is a compelling synthesis of the best available research, clinical expertise, and patient characteristics in the tradition of evidence-based practice.

Implementing Enterprise 2 0

Author: Ross Dawson
Publisher: Createspace Independent Pub
ISBN: 9781441486905
Format: PDF
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Implementing Enterprise 2.0 provides detailed practical insights into how to create substantial business value with web technologies, supported by numerous case studies of successful implementation and lessons learned. Implementing Enterprise 2.0 can be used to gain a clear understanding of Enterprise 2.0 and Web 2.0 in organizations, identify opportunities for value creation, provide a structured view of benefits and risks, establish governance initiatives, create and communicate a clear Enterprise 2.0 strategy for your organization, and design and implement successful projects.

Human Intelligence

Author: Robert David Steele
Publisher: Strategic Studies Institute
ISBN: 1584874392
Format: PDF, ePub
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The author explores the centrality of Human Intelligence (HUMINT) in meeting the needs of the U.S. Army, the Department of Defense, and the whole of government. Such intelligence is essential to create a national security strategy, to define whole of government policies, to acquire the right capabilities at the right price in time to be useful, and to conduct local and global operations. He outlines 15 distinct types of HUMINT, four of which are classified (defensive and offensive counterintelligence, clandestine operations, and covert action), with the other 11 being predominantly unclassified. The author offers the U.S. Army an orientation to a world in which thinkers displace shooters as the center of gravity for planning, programming, and budgeting, as well as the proper structuring of mission mandates, force structures, and tactics and techniques to be used in any given mission area.--