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The ultimate consultant: building long‐term, exceptional value client relationships
Stumpf, Stephen A.; Longman, Robert A. - In: Career Development International 5 (2000) 3, pp. 124-134
With the leading management consultancies all seeking to have “partner” relationships with leading institutions and global organizations, what will distinguish great relationships from ones that end in blood‐letting? Theories and best practices abound; collectively they may provide useful...
Persistent link: https://www.econbiz.de/10014693226
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"They are your testimony" : professionals, clients and the creation of client capture during professional career progression
Gustafsson, Stefanie; Swart, Juani; Kinnie, Nick - In: Organization studies : an international … 39 (2018) 1, pp. 73-92
Persistent link: https://www.econbiz.de/10011859024
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“Selling” professional services: a practical approach ‐ part II
Ferguson, Clifford J. - In: Management Decision 34 (1996) 4, pp. 19-23
practical follow‐up via active selling. Considers the various aspects of target marketing which can be adopted by professional … firms to ensure that they win the maximum number of profitable new clients, at least cost. The main objective is to get the …
Persistent link: https://www.econbiz.de/10014933747
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Stimulating Referrals
Wilson, Aubrey - In: Management Decision 32 (1994) 7, pp. 13-15
new clients coming to a practice, yet few firms consciously seek to make it more efficient. A coherent and consistent …
Persistent link: https://www.econbiz.de/10014933639
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Professional service relationships: a multi‐context study of factors impacting satisfaction, re‐patronization, and recommendations
Hausman, Angela V. - In: Journal of Services Marketing 17 (2003) 3, pp. 226-242
Distinct difference between professional services and other types of service may increase customer reliance on social aspects of the relationship as a means to increase satisfaction with the service encounter. These services are characterized by one‐on‐one interactions involving repeated,...
Persistent link: https://www.econbiz.de/10014904973
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Motivating customers to adhere to expert advice in professional services : a medical service context
Seiders, Kathleen; Flynn, Andrea Godfrey; Berry, Leonard L. - In: Journal of service research : JSR 18 (2015) 1, pp. 39-58
Persistent link: https://www.econbiz.de/10010483440
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Reinventing professional service firms : the migration to a client-facing, talent-on-demand platform
Jaworski, Bernard J.; Patel, Ajay - In: AMS review : official publication of the Academy of … 10 (2020) 1/2, pp. 135-144
Persistent link: https://www.econbiz.de/10012296606
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Drivers and outcomes of relationship quality with professional service firms : an SME owner-manager perspective
Casidy, Riza; Nyadzayo, Munyaradzi - In: Industrial marketing management : the international … 78 (2019), pp. 27-42
Persistent link: https://www.econbiz.de/10012026090
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Supporting value co-creation through interaction during the pre-purchase customer journey : empirical evidence from B2B HR services
Lassila, Elina; Heikka, Eija-Liisa; Nätti, Satu - In: The journal of business & industrial marketing 38 (2023) 13, pp. 63-73
Persistent link: https://www.econbiz.de/10014472654
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Do professional service firms benefit from customer and supplier collaborations in competitive, turbulent environments?
Heirati, Nima; O'Cass, Aron; Schoefer, Klaus; Siahtiri, Vida - In: Industrial marketing management : the international … 55 (2016), pp. 50-58
Persistent link: https://www.econbiz.de/10011503610