clientelligence how superior client relationships fuel growth and profits

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Clientelligence

Author : Michael B. Rynowecer
ISBN : 099641343X
Genre : Business & Economics
File Size : 44. 2 MB
Format : PDF, ePub, Mobi
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Behind every great rainmaker, mover and shaker, and leader are great relationships. In fact, replace great with superior. People who make things happen make superior relationships first. Relationships are the power source, if not the very soul, of doing good business-the kind of business where clients smile and believe your value simply dwarfs your fee. People who sell don't develop nearly as much business as people who develop relationships. New business flows to those individuals and companies who can move beyond a transaction to a relationship. People, especially executives, don't want to work with the person with the best sales skills. They want to work with people who are emotionally invested in helping them and will pay significant premiums for this rare commodity. The 17 activities within Clientelligence are proven drivers to superior client relationships. In essence, they are how clients define client service excellence and what they expect out of the providers with whom they have the best relationships. Now you can use these activities to create and maintain superior client relationships of your own and fuel growth and profits.

The Mad Clientist S Abcs Of Client Service

Author : Michael B. Rynowecer
ISBN : 0996413405
Genre :
File Size : 55. 79 MB
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The Mad Clientist distilled 14,000 in-depth interviews with top executives into 26 pithy, pointed actions for you to start using today. Spend just 26 minutes with The Mad Clientist and his ABCs of Client Service and improve your client service immediately. An unconventional look at a serious topic, The Mad Clientist, a.k.a. Michael B. Rynowecer, shows you how to deliver superior client service-from the client perspective. Based on more than 25 years of experience analyzing client relationships with the best-run professional services firms in the world, The Mad Clientist's ABCs of Client Service opens your eyes to a whole new way of providing superior client service to each and every one of your clients.

The Reluctant Rainmaker

Author : J. D. Julie a. Fleming
ISBN : 0977401863
Genre : Business & Economics
File Size : 79. 9 MB
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The reluctant rainmaker is one who understands how important it is to be able to bring in clients, but does not care for the idea of business development, viewing it as a necessary but distasteful part of practicing law. In this book you will find the information that will help you understand why business development is so critical. Using the step-by-step guide in the rainmaker's toolkit, you will create your own cohesive business development plan. This plan will provide the clear direction you need to build a solid book of business that will support you in developing a successful, satisfying, and sustainable practice.

Rainmaking Made Simple

Author : Mark M. Maraia
ISBN : 0972453202
Genre : Business & Economics
File Size : 58. 85 MB
Format : PDF, ePub
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Rainmaking Made Simple: What Every Professional Must Know is the definitive how-to guide for professionals on growing their business. It demystifies the process of building client relationships, making it simple to grasp, retain, and put into practice.

Miracles And Conundrums Of The Secondary Planets

Author : Jacob M. Appel
ISBN : 1625579330
Genre :
File Size : 50. 11 MB
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Fiction. "Appel presents a cast of characters worthy of his quirky title. Among them Red Ziggy, a restaurateur from a distant planet who opens Birmingham, Alabama's only Latvian eatery, and Happy Gallows, a widower with granddaughter who advertises in the newspaper for 'housekeeping and discourse.' The topics are weighty abortion, climate change, cancer but the touch light enough to make you wonder whether you're reading miracles and conundrums of this world or some other. An intriguing read." George Harrar, author of Reunion at Red Paint Bay"

Tomorrowland

Author : Bruce Macewen
ISBN : 1543049478
Genre :
File Size : 84. 76 MB
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Tomorrowland lays out possible future scenarios for law firms, ranging from -nothing changes, - to profound dislocations brought about by developments such as lawyer psychology blocking essential reforms, a dramatic escalation in the war for talent and -barbell- partner compensation models, the triumph of brand names (and the irrelevance of every other firm), the seemingly inexorable and deeply threatening rise of machine intelligence, new entrants including the Big Four grabbing market share, and more. It doesn't predict what will happen but explains what could, drawing widely from the history of other industries and broad experience with how markets evolve and change. -Must reading for every law firm managing partner, for every law firm partner, and for anyone interested in the future of Big Law. Extraordinarily well done and insightful; audacious and courageous. A tour de force.--Brad Karp, Chair of the Firm, Paul Weiss -No self-respecting law firm leader should be prepared to run the risk of leaving it unread.--Charles Martin, Senior Partner, Macfarlanes

The Rainmaker S Toolkit

Author : Harry Mills
ISBN : 0814413218
Genre : Business & Economics
File Size : 72. 64 MB
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Annotation "The Rainmaker's Toolkit presents the most effective way to generate and sustain profits and growth in any industry, even in the face of stiff competition and tough market conditions. Through his years of experience in consulting for the world's largest professional service firms and dozens of high-profile corporations, Harry Mills has distilled the essence of business growth into a practical, step-by-step system for building a high-profit practice, based on the "Eight R's of Client Relationship Marketing": Revitalization, Retention, Reacquisition, Referrals, Regeneration, Rainmaking, Related sales, and Reputation making." "The Rainmaker's Toolkit features more than 80 reproducible templates and tools, including an invaluable matrix that shows you exactly what you need to do during each stage of your campaign. There's also a five-step roadmap for implementing the Eight R's, from identifying and prioritizing key marketing challenges to achieving the buy-in, commitment, and accountability of everyone on your staff."--BOOK JACKET.

Business Development For Lawyers

Author : Sally J. Schmidt
ISBN : 1588521362
Genre : Law
File Size : 48. 11 MB
Format : PDF, ePub, Mobi
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Whether you’re launching a practice or trying to expand your book of business, this new guide gives you the help you seek. From developing a reputation to developing relationships, from retaining existing clients to generating new business, Business Development for Lawyers: Strategies for Getting and Keeping Clients examines all the available techniques, providing you with the expert insights and practical tips you need to make them work for you. You’ll learn how to write for publications, make effective presentations, network, handle the media, get results from participating in conferences and social events, follow up with contacts, build relationships with referral sources, close the deal with prospective clients, and more. This new book from a leading law firm marketer and consultant is an excellent starting point for anyone developing a personal marketing plan or for the lawyer who wants to improve personal marketing and business development skills

Book Yourself Solid

Author : Michael Port
ISBN : 9781119431220
Genre : Business & Economics
File Size : 27. 51 MB
Format : PDF, Kindle
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"Book Yourself Solid provides a true understanding of why self-promotion is a critical factor to success. It is this different and unique perspective that makes Book Yourself Solid so much more than an ordinary "how to" manual for getting more clients and raising a business profile. Michael helps the reader adopt this perspective and then provides the strategies, techniques, and skills necessary to get more clients and increase profits. Through verbal and written exercises, readers learn how to develop a strong marketing plan and brand image. In 2006, Michael published this book about marketing for the small business owner without addressing Facebook, LinkedIn or Twitter--which didn't even exist at the time. The 2nd edition of Book Yourself Solid will change all of that with brand new information, including: unique, personalized online marketing strategies for service professionals new SEO rules to optimize search engine listings and traffic solid social media exposure and dominance strategies."--

Total Quality Management And Operational Excellence

Author : John S. Oakland
ISBN : 9781317808428
Genre : Business & Economics
File Size : 83. 98 MB
Format : PDF, Kindle
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The notion of "Quality" in business performance has exploded since the publication of the first edition of this classic text in 1989. Today there is a plethora of performance improvement frameworks including Baldrige, EFQM, Lean, Six Sigma and ISO 9001, offering a potentially confusing variety of ways to achieve business excellence. Quality guru John Oakland’s famous TQM model, in many ways a precursor to these frameworks, has evolved to become the ultimate holistic overview of performance improvement strategy. Incorporating the frameworks that succeeded it, the revised model redefines Quality by: Accelerating change Reducing cost Protecting reputation Oakland’s popular, practical, jargon-free style, along with ten case studies eight of which are brand new, effortlessly ties the model to its real-life applications, making it easy to understand how to apply what you’ve learned to your practices and a achieve sustainable competitive advantage. Total Quality Management and Operational Excellence: Text with Cases (Fourth Edition) is supplemented for the first time with a suite of online teaching aids for busy tutors. This exciting update of a classic text is perfect for all students studying for professional qualifications in the management of quality, or those studying science, engineering or business and management who need to understand the part TQM may play in their subjects.

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