Managing Key Clients

How to defend and develop your firm’s most valuable assets.

A practical guide to planning and implementing best practice in key client management.

By: Kevin Walker, Paul Denvir and Dr Clifford Ferguson

No one disagrees with the notion that good client management is important. It means that clients continue to provide us with work at good rates, that they include is in their thinking when new opportunities for work arise and that they pay their bills willingly. If client management is so clearly good for the health of professional firms, why is it that so many of those firms fail to look after their clients successfully?

Managing Key Clients has been written to answer this question and to help professionals learn the fundamentals of effective key client management. Clearly and concisely, it outlines the processes and skills required for maintaining good relationships with clients. Like its predecessor, Creating New Clients, this is an immensely practical book that is full of common sense. The authors have between them some 60 years experience of selling and sales management as well as more than 25 years experience in consulting with professional services firms.

Managing Key Clients is £28.99 + postage and packaging.

(£30.49 total cost inclusive of postage and packaging). Purchase is subject to agreeing to our terms and conditions.