Clientelligence: How Superior Client Relationships Fuel Growth and Profits
| Author | : | |
| Rating | : | 4.44 (962 Votes) |
| Asin | : | 099641343X |
| Format Type | : | paperback |
| Number of Pages | : | 188 Pages |
| Publish Date | : | 2016-07-03 |
| Language | : | English |
DESCRIPTION:
People, especially executives, don't want to work with the person with the best sales skills. People who make things happen make superior relationships first. Behind every great rainmaker, mover and shaker, and leader are great 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. They want to work with people who are emotionally invested in helping them and will pay significant premiums for this rare commodity. New business flows to those individuals and companies who can move beyond a transaction to a relationship. In fact, replace great with superior. The 17 activities within Clientelligence are proven drivers to superior client relationships. People who sell don't develop nearly as much business as people who develop relationships. Now you can use these activities to create and maintain superior client relationships of your own and fuel growth and profits.. 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
These unique methods and approaches have propelled over 25 years of fact-based research on buyers and sellers of professional services. Rynowecer, as President and Founder of The BTI Consulting Group, looks at every angle of growth and strategy by starting with the client perspective. Michael B. BTI conducts more independent research on how clients acquire, manage, and evaluate their pr
"Deftly written and well-presented; principals of any service firm will appreciate this treasure trove of useful intelligence for business improvement." --Kirkus Reviews (starred review)"Deftly written and well-presented; principals of any service firm will appreciate this treasure trove of useful intelligence for business improvement." -Kirkus Reviews (starred review)
Patrick J. Lamb said The combination of anecdotes that illustrate his points and the clarity of explanation make this book highly instructive and eas. Many authors write what they believe, evidence be damned. But Michael shares the powerful, voluminous evidence he has accumulated and which led him to his beliefs and insights into consumers of professional services. The combination of anecdotes that illustrate his points and the clarity of explanation make this book highly instructive and easy to read. More importantly, the substance makes it a book everyone in professional services should want to read.. KB said Common Sense Guide to Improving Client Relationships. Rynowecer's debut gives clear, concise, and down-to-earth guidance on how to not only maintain, but constantly improve client relationships.Based on 1Common Sense Guide to Improving Client Relationships KB Rynowecer's debut gives clear, concise, and down-to-earth guidance on how to not only maintain, but constantly improve client relationships.Based on 14,000 interviews with C-suite executives, Rynowecer has developed his "Clientelligence Matrix" that showcases the 17 key activities clients look for when working with a service provider. The Matrix is divided into quadrants according to the importance of the activity and its ability to differentiate the provider. Thus, Skills and Products are considered the "Price of Admission", but fi. ,000 interviews with C-suite executives, Rynowecer has developed his "Clientelligence Matrix" that showcases the 17 key activities clients look for when working with a service provider. The Matrix is divided into quadrants according to the importance of the activity and its ability to differentiate the provider. Thus, Skills and Products are considered the "Price of Admission", but fi. Compelling Insights for Lawyers on Superior Client Relationships Glenn Davis BTI does significant research on client relations and satisfaction for the legal profession. Michael Rynowecer distills their annual research and lessons learned into a compelling guide for obvious and non-obvious steps any professional can take to attract and maintain client relationships.