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CRM Software White Papers

Client Management: Developing More Profitable Relationships

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

Download this Kennedy Information white paper, sponsored by SAP, to learn more.

Further White Paper Details
Publisher	SAP	File Format	PDF
Date Published	March 2005
Format	White Papers
Topics	CRM Software, Business Management, Strategic Planning

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