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How to Lock-in Your Clients

How to Lock-in Your Clients. Ross Dawson CEO, Advanced Human Technologies Author, Living Networks and Developing Knowledge-Based Client Relationships. PRIA – Sydney – 16 September 2005. Where business is going. The weightless economy. Source: US DoC; Cap Gemini Ernst & Young.

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How to Lock-in Your Clients

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  1. How to Lock-in Your Clients Ross Dawson CEO, Advanced Human Technologies Author, Living Networks and Developing Knowledge-Based Client Relationships PRIA – Sydney – 16 September 2005

  2. Where business is going...

  3. The weightless economy Source: US DoC; Cap Gemini Ernst & Young

  4. Knowledge depreciates!

  5. We’ve come a long way

  6. Work processes span organisations

  7. Work processes span organisations

  8. “Finite players play within boundaries; infinite players play with boundaries” - James Carse

  9. Blurring the boundaries with your client

  10. How do your clients treat you?

  11. Leading your clients

  12. Information and knowledge

  13. Types of services • Black-box: client receives an outcome, but is left none the wiser: readily commoditised and little scope for client interaction • Knowledge-based: client and professional collaborate, integrate their specialist knowledge, develop mutual knowledge: far greater value, and drives interaction and a strong relationship

  14. Innovation in client relationships

  15. Creating happy accidents

  16. It’s a small world...

  17. High school dating

  18. The pervasive power law

  19. Moving to the centre of the network

  20. Spanning boundaries

  21. Client relationships are networks

  22. Cultural propagation

  23. Media visionary

  24. Coping with the onslaught

  25. Finding the best

  26. Mapping the blogosphere New media Pundits Topic specialists Personal

  27. The variety of media

  28. How to lock-in your clients

  29. Are you an energiser?

  30. Online resources Free chapters, downloads and commentary at: www.rossdawsonblog.com “Dawson has pulled off the nigh-impossible: improved on what was already a terrific book. Even more than before, this is essential reading for professional service firms.” - David Maister, author, Managing the Professional Service Firm “For many professional firms, there is no bigger challenge than deepening their relationships with key clients. In this arena, Ross Dawson is a master and his book, for those prepared to study and change, can provide off-the-shelf competitive advantage.” - Prof.Richard SusskindOBE, author, The Future of Law “Ross Dawson was the first among the world’s business thought leaders to pursue the intersection of knowledge and client relationships in professional services. No matter what your business… you’ll find this book useful.” - Thomas Davenport, Professor and Director of Resarch, Babson College, and author of What’s the Big Idea?

  31. Lead your clients into the future!

  32. Rapid breeding

  33. Mirroring your client

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