{"product_id":"client-at-the-core-9780471453130","title":"Client at the Core","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003ci\u003eClients At The Core\u003c\/i\u003e is an essential blueprint to helping us all take the next steps. The authors, battle scarred by the evolution of professional firm management and marketing from then to now, have captured the changing needs of the firms in this turbulent new economic era. This is a well-written book that uses plain language to convey practical, well thought-out ideas.\u003cbr\u003e -\u003cb\u003ePatrick J. McKenna\u003c\/b\u003e, a leading international consultant to professional service firms \u003cbr\u003e \u003cbr\u003e The authors have captured the changing role of professional services marketing and firm management. There is valuable insight [in this] down-to-earth guide to competing successfully in the new environment.\u003cbr\u003e -\u003cb\u003eDavid Maister\u003c\/b\u003e, author and consultant \u003cbr\u003e \u003cbr\u003e The book is a masterpiece! Aquila and Marcus have produced the essential guide for managing a professional services firm. They''ve marshaled their considerable real-life experiences and far-reaching vision into a veritable operating ma\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003eForeword.  \u003cp\u003ePreface.\u003c\/p\u003e \u003cp\u003eAcknowledgments.\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePART I: Professions and Professionals in Turmoil.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e1. If Something Can Change, It Will\u003cbr\u003e \u003ci\u003eStrategic Factors in a New Environment.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePART II: Clients—Who They Are and How to Find Them.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e2. What a Client Really Wants\u003cbr\u003e \u003ci\u003eListening to the Client for Fun and Profit.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e3. Are We a Client-centric Firm Yet?\u003cbr\u003e \u003ci\u003eOrganizing to Meet Client Needs.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e4. Now, Here’s My Plan . . .\u003cbr\u003e \u003ci\u003eDefining the Right Client for You.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePART III: Making Your Vision a Reality.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e5. I Can See Your Future from Here\u003cbr\u003e \u003ci\u003eVision? A Working Tool?\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e6. Seizing Those Opportunities\u003cbr\u003e \u003ci\u003eMaking the Vision a Reality.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e7. Making Marketing a Nice Word\u003cbr\u003e \u003ci\u003eBuilding a Client-centric Marketing Culture.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e8. It’s the End Game that Counts\u003cbr\u003e \u003ci\u003eContact—Turning the Prospect into a Client.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePART IV: Marketing Tools and How to Use Them.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e9. Hang High the Rafters, Carpenter\u003cbr\u003e \u003ci\u003eThe Tools of Marketing that Build the Marketing Program.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePART V: Managing the Client-centric Firm.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e10. Turning Recipes into Cakes\u003cbr\u003e \u003ci\u003eManaging for Results.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e11. Who’s at the Helm and Who’s on the Bridge\u003cbr\u003e \u003ci\u003eFirm Governace and Structure.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e12. Holding a Handful of Mercury\u003cbr\u003e \u003ci\u003eManaging the Knowledge Worker for the One-Firm Firm.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e13. For Love or Money—or Both\u003cbr\u003e \u003ci\u003ePaying for Performance.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e14. Didn’t We Tell You What We’re Doing?\u003cbr\u003e \u003ci\u003eInternal Communications—Let Me Count the Ways.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePART VI: Economics in the Client-centric Firm.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e15. A Farthing for Your Goat\u003cbr\u003e \u003ci\u003ePricing in a Client-centric Firm.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e16. What Did I Get for My Money?\u003cbr\u003e \u003ci\u003eMeasuring the Marketing ROI.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e17. Cash Is King\u003cbr\u003e \u003ci\u003eWhat’s the Lifetime Value of Your Clients and the Financial Health of Your Firm?\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePART VII: What Will We Do Tomorrow?\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e18. The Future for Professional Services\u003cbr\u003e \u003ci\u003eAre We There Yet?\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eAppendix A: The Balanced Scorecard.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Balanced Scorecard—Financial Measures.\u003c\/p\u003e \u003cp\u003eThe Balanced Scorecard—Client Measures.\u003c\/p\u003e \u003cp\u003eThe Balanced Scorecard—Internal Business Process Measures.\u003c\/p\u003e \u003cp\u003eThe Balanced Scorecard—Marketing Measures.\u003c\/p\u003e \u003cp\u003eThe Balanced Scorecard—Employee Growth and the Learning Measures.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eAppendix B: Managing the Knowledge Worker.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eTake the Pulse of Your Staff.\u003c\/p\u003e \u003cp\u003eCompensation.\u003c\/p\u003e \u003cp\u003eCareer Advancement Opportunities.\u003c\/p\u003e \u003cp\u003eFirm Culture.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eAppendix C: Pricing in a Client-centric Firm.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eAnalyzing Price Sensitivity.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eAppendix D: Accounting and Law Firm Benchmarks.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eAccounting Firm Benchmarks.\u003c\/p\u003e \u003cp\u003eBibliography and References.\u003c\/p\u003e \u003cp\u003eIndex.\u003c\/p\u003e","brand":"John Wiley \u0026 Sons","offers":[{"title":"Default Title","offer_id":53515427643735,"sku":"9780471453130","price":61.75,"currency_code":"GBP","in_stock":true}],"url":"https:\/\/bookcurl.com\/products\/client-at-the-core-9780471453130","provider":"Book Curl","version":"1.0","type":"link"}