Key Client Management
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Key Client Management
Increase margin from your best accounts by driving client value
Curated by Gary Williams
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Segmenting Tips: Focus on Your Most Valuable Clients

Segmenting Tips: Focus on Your Most Valuable Clients | Key Client Management | Scoop.it
Firms that divide clients into groups to allow varying service say it helps the practice and improves the overall experience.
Gary Williams's insight:

Segmenting your client base is a good way to allocate the appropriate amount of time to clients that require it.

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How to Manage Impossible Clients

How to Manage Impossible Clients | Key Client Management | Scoop.it
Effective responses to four classic bad behaviors.
Gary Williams's insight:

Interesting insight into poor client behaviour and how we might deal with it.  I would add that these traits are human behaviours and that when you get to know your client better and can understand why they behave as they do you will be better equipped to deal with it.  

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B2Bs Win by Building Relationships, Not Selling on Price - Gallup.com

B2Bs Win by Building Relationships, Not Selling on Price - Gallup.com | Key Client Management | Scoop.it
B2Bs Win by Building Relationships, Not Selling on Price
Gallup.com
B2B companies are more likely to be successful and secure in their customer relationships if they help their customers succeed.
Gary Williams's insight:

Love this article! Proof that lack of attention to client relationships and low levels of engagement are an indicator of future revenue loss.

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Tips for Building Long-Term Client Relationships - Forbes

Tips for Building Long-Term Client Relationships
Forbes
“Your word is your bond” should be a guiding principle in all of your client relationships.
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Reed Smith launches cross-selling client service

Reed Smith launches cross-selling client service | Key Client Management | Scoop.it
Reed Smith has claimed to have won new mandates through a programme that allows its lawyers to market the escrow services of several of its clients to other companies.The...
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Engagement: The Key Metric for the Future

Engagement: The Key Metric for the Future | Key Client Management | Scoop.it

Via Eric_Determined / Eric Silverstein
Gary Williams's insight:

Measuring your clients engagement with your organisation ie their attendance at your events, referring you to their networks, talking about you at conferences, writing about you both online and offline is the greatest indicator of how 'sticky' the relationship is...

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Raquel Oliveira's curator insight, January 27, 2014 10:22 AM

a humanidade clama por ser envolvida nas decisoes, projetos e aprendizagem. Sim, eu sinto esse movimento em diversos setores. Em relação a aprendizagem de adultos, é irreversível !

Scott Davidson's curator insight, January 29, 2014 10:01 AM

Do you measure engagement?

Michael Allenberg's curator insight, January 31, 2014 8:11 AM

It's all about engagement folks!

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Five Bad Habits That Hurt Client Relationships - RisMedia.com (press release)

Five Bad Habits That Hurt Client Relationships
RisMedia.com (press release)
If you're like most business owners, you probably assume your client relationships are pretty good.
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Let Your Customers Streamline Your Business

Let Your Customers Streamline Your Business | Key Client Management | Scoop.it
They're the first ones to ask about which activities you should kill.
Gary Williams's insight:

I am often talking to clients about how to positively influence client 'stickiness'. Here's a great quick read on the subject.

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Justifying Account Management : InSource

As the Creative Services function grows to become an in-house agency, a vital step is the introduction of Account Management. But in the current climate, management wants metrics to substantiate hiring of what doesn't ...
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5 Ways to Establish Trust and Build B2B Client Relationships | CustomerThink

5 Ways to Establish Trust and Build B2B Client Relationships | CustomerThink | Key Client Management | Scoop.it
5 Ways to Establish Trust and Build B2B Client Relationships: There are a number of key ways in which you can ... http://t.co/qto0M8Ly7o
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