Article Text

Client relations
Customer focus: understanding client needs and motivations
  1. Philip Lowndes


Although it is difficult to second guess why people do things, it is possible to model why they do them and then use this to make sure that your practice is best placed to attract and retain clientele. In this article, Philip Lowndes describes a simple model comprising six motivations that are exhibited by people to differing degrees that can be used to attract customers to your practice.

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