White Papers

Client Management: Developing More Profitable Relationships

Category: IT Management, Enterprise Applications

Tags: professional services, erp, crm, management

Overview This paper discusses the unique challenges that professional services organizations (PSOs) such as law practices, consultancies, and accounting firms face in acquiring and retaining profitable clients. It explains how the customer lifecycle management (CLM) framework developed by "old line" manufacturers is now being adapted by PSOs as client lifecycle management, a model that emphasizes:

Identifying and attracting clients who are closely aligned with your strategic goals
Paying as much attention to quality of service as quality of work
Bringing discipline to client-retention processes
Satisfying customers to generate more repeat and referral business
Creating systems that provide for greater visibility into performance

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Publisher: SAP
File Format: PDF
Date Published: Mar 18, 2009
Format: White Papers
Topics: CRM Software, Business Management, Strategic Planning

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