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Title: Developing Knowledge-Based Client Relationships, The Future of Professional Services by Ross Dawson ISBN: 0-7506-7185-8 Publisher: Butterworth-Heinemann Pub. Date: 15 January, 2000 Format: Paperback Volumes: 1 List Price(USD): $27.95 |
Average Customer Rating: 4.67 (9 reviews)
Rating: 5
Summary: Valuable Asset
Comment: Whether you're a professional freelance writer, like me, or a consultant for a firm- you need to read this book.
In a world so consumed with the 'gimmes' and the 'gottas' this book offers a very different view of the business world.
We all have specialized knowledge and how we can benefit from sharing this with those we work with or for, is in essence the nutshell of the business.
How many people have sparked a creative thought or showed you a side or solution you hadn't thought of? We gleen this knowledge from them, but what do we do with it? Do we take it and keep it to ourselves, never exposing the great idea to those who could greatly benefit?
It is far more productive to spread the word, joy, idea or whatever with the people who have hired us as a consultant or employee. I have often had extremely productive conversations with large, important business owners, and yes- even millionaires who listened closely and enjoyed my creative insight. What's more is I didn't charge them for my time, I was simply sharing.
Did this knowledge sharing Ross Dawson discusses cause me any loss or to be cheated out of profit? Not at all, they'll remember me when they need a new idea, and will likely hire me because of it.
Dawson brings to light words we all needed to hear- what goes around comes around. I plan on sharing, how about you?
Buy this and give a copy to a co-worker or boss as a gift!
Rating: 2
Summary: Dry as a bone
Comment: This book reads like a dull sociology treatise. It is hard to argue with most of the points, but much of what is stated is the obvious. It is heavy on theory, but light on example and ways to apply the theory. A book this hard to read (i.e., dull) should at least deliver a great deal of wisdom. It doesn't. Contrasted with a lively and example-filled book like Thomas Stewart's "Intellectual Capital", Dawson's work doesn't make the grade.
Rating: 5
Summary: Essential reading for consultants
Comment: As a consultant who lives from one engagement to the next one of the buzzwords as projects are wrapped up is "knowledge transfer". It is almost like an afterthought and triggers some frantic activity to throw together a last minute plan, get the client's staff to absorb an array of information in a compressed timeframe, and sign off. This book changes that approach for me, and does so in a big way.
After reading the proactive approach to planned knowledge transfer, which needs to be a part of the initial project plan, I would consider the approach I cited above to not only be unprofessional, but borders on malpractice.
This book treats knowledge as a valuable commodity (something the business development types certainly preach, but the engagement team misses), and provides a methodical approach to using knowledge as a the product. Given the fact that we consultants are selling that very thing (knowledge) in a perfect world there should be no need for this book. Unfortunately, this book is sorely needed, and should be required reading for every consultant, regardless of whether he or she is a independent or member of one of the "Big 5".
Rarely do I read a book than makes a dramatic impact on my thinking, or fills me with resolve to immediately assimilate and use the content - this one does. I think it is an important work that is well written and gives a strong foundation for ethical practices and professionalism.
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Title: Managing The Professional Service Firm by David H. Maister ISBN: 0684834316 Publisher: Free Press Pub. Date: 09 June, 1997 List Price(USD): $25.00 |
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Title: The Trusted Advisor by David H. Maister, Charles H. Green, Robert M. Galford ISBN: 0743212347 Publisher: Free Press Pub. Date: 25 September, 2001 List Price(USD): $15.00 |
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Title: Marketing Professional Services - Revised by Philip Kotler, Thomas Hayes, Paul N. Bloom ISBN: 073520179X Publisher: Prentice Hall Press Pub. Date: 26 March, 2002 List Price(USD): $40.00 |
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Title: Rain Making: The Professional's Guide to Attracting New Clients by Ford Harding ISBN: 1558504206 Publisher: Bob Adams Inc. Publishers Pub. Date: 01 September, 1994 List Price(USD): $14.95 |
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Title: How to Maximize Fees in Professional Service Firms by Alan Weiss ISBN: 0910924007 Publisher: Macalester Park Publishing Company Pub. Date: 01 September, 1994 List Price(USD): $7.00 |
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