Effective Client Management in Professional Services explains how firms become client-centric, providing a comprehensive, pragmatic guide to the Client relationship journey, from identifying potential Clients to their engagement, care, retention, development, loyalty and beyond. The handbook format has exercises and tools which can help to establish which Clients are likely to be the most lucrative and thus provide the desired financial returns. The book also includes insights from top practitioners, anecdotes, case studies, charts and useful exercises and checklists. Readers can also determine their own level of effectiveness using the end of chapter reviews and a diagnostic tool to produce a Client Management Profile™.

‘In an increasingly disrupted and competitive market, keeping their promises to clients can be a significant enterprise risk for professional firms. Through exploration of his Client Management Model ^TM Jack Berkovi provides a comprehensive blue print for firms to audit, then sharpen their client care activities, to achieve improved and sustainable revenue streams from key clients.’
– Paul Lemon, CEO, Managing Partners' Forum and Professional Marketing Forum

‘Jack Berkovi’s passion for effective client management comes through strongly in this book. An insightful and enjoyable read.’
– Paul English, Global Head – Marketing and Communications, Grant Thornton International Ltd