This week APSMA’s PSF Journal published an article I co-authored with Nicola Mendleson entitled “Relationship Capital: Next-Generation CRM”. You can access the article via this link: http://psfjournal.com

The article covers the following topics:

• In what ways does relationship capital extend traditional CRM
• Supporting evidence for the concept including data from Beaton Research & Consulting
• Measuring relationship capital
• Strategic implications of adopting a relationship capital approach
• A tool for classifying your firm’s key client relationships
• Tips for building relationship assets in your firm.

I welcome your thoughts and comments…