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Developing Knowledge-Based Client Relationships

This document summarizes a book about developing strong client relationships in professional services firms. It discusses establishing knowledge-based relationships through understanding clients, creating knowledge together, and locking clients in through a virtuous circle. The book also covers adding value to information by filtering, validating, analyzing, presenting, and customizing it for clients. Overall, the advice is for professional services firms to embed themselves in clients' processes so they can continuously create more value.

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Vijith Vijyan
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100 views13 pages

Developing Knowledge-Based Client Relationships

This document summarizes a book about developing strong client relationships in professional services firms. It discusses establishing knowledge-based relationships through understanding clients, creating knowledge together, and locking clients in through a virtuous circle. The book also covers adding value to information by filtering, validating, analyzing, presenting, and customizing it for clients. Overall, the advice is for professional services firms to embed themselves in clients' processes so they can continuously create more value.

Uploaded by

Vijith Vijyan
Copyright
© Attribution Non-Commercial (BY-NC)
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PPT, PDF, TXT or read online on Scribd
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cAuthor :Ross Dawson


c Publisher :Elsevier
cFocus :Professional services firms
About the author

ð CEO of Advanced
Human Technologies

ð He has also published


over 60 articles

ð He is a famous
keynote speaker,
consultent, workshop
leader
Contents

ð Part 1:Client relationship

ð Part 2:Adding value to information


Client relationship
ð We can see a massive growth in the
present economy

ð This growth in the economy was driven by


Information, Ideas, Services and Knowledge

ð Relationship between the clients and


service providers are very important in
the commoditized world
ð The one element that really makes a
difference in this competition is the
relationship between the client and
service provider
ð This book explains how to lock your
client
ð The author introduced a locking
system this system is called
³Knowledge- Based Relationship´
ð These are relationship founded on
knowledge-knowledge of your
clients,your clients knowledge of you
and ability to create knowledge
together.
ð Professional services can be divided
into two categories:
ð Black box
ð Knowledge based
ð Eg:How your doctor relates to you
ð One of the single most important
aspects of developing relationship is
understanding each other

ð This is through a Virtuous circle

ð Result of Virtuos circle is Locking in


your clients
  
 

 

  

 
   

Enhanced
Customization of Clients give
Information Greater share of
And service Attention and are
delivery more open

Better
Knowledge
of client
Decision
making and
process
Information and knowledge
ð Information is anything that can be
digitized
ð Knowledge is the capacity to act
effectively
ð Knowledge is divided into two
ð Explicit and Tacit
ð We can share our tacit knowledge
through two ways socialization &
Externalization
How to add value to
information?

ð Value of the information depends on


context

ð There are five key process in adding


value to information
ð 1.Filtering

ð 2.Validation

ð 3.Analysis

ð 4.Presentation

ð 5.Customization
Conclusion
ð The advice of the author is to
embedded in your clients processes.
Once you have put in the effort to
become an intrinsic part of your
client¶s processes,they can
experience how much more value
you can create for them
THANK YOU
ð Presented by
Renjith.R.Nair

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