on 11 July, alumnus and founder of The Recognized Authority Formula Roger Jones (MBA 1987) shared his tips to help reverse the challenges of creating a thriving expertise-based business and attract higher-value clients.

During the session, Roger discussed:

  • how to become a recognised authority and the obvious choice,
  • the main challenges faced by expertise-based businesses,
  • a proven system to make your competition irrelevant, become known as the value creator in your market and attract clients based on your reputation.

Whether you attended the event and would like to conduct some background reading, or if you couldn't make it but would like to know more about the topic, your free Alumni Library Online (ALO) can help you stay informed.

Here are a few examples of the articles you can read via your ALO:

In ABI/Inform:

Bowen, J. J. Jr. (2003, Apr 01). The Power of Pull: Your marketing strategy should pull your clients to you, not push them into buying. Financial Planning,1-38.

In EBSCO Business Source Alumni:

Goyal, E., & Srivastava, S. (2015). Â鶹´«Ã½AV on Customer Engagement Model - Banking Sector. SIES Journal of Management, 11(1), 51–58.

Philanthropy as a customer retention tool case study. (2008). Philanthropy as a Customer Retention Tool Case Â鶹´«Ã½AV: Targeting High Net Worth Clients Through Philanthropy, 1–7.

Cardona, C. (2015). Balancing Content and Process Expertise in the Practice of Foundation Consulting. Foundation Review, 7(1), 82–97.

Huising, R. (2015). To Hive or to Hold? Producing Professional Authority through Scut Work. Administrative Science Quarterly, 60(2), 263–299.

In Emerald:

van Winkelen, C. and McDermott, R. (2010). Learning expert thinking processes: using KM to structure the development of expertise. Journal of Knowledge Management, 14(4), 557-572.

Simon, A. and Kumar, V. (2001). Clients’ views on strategic capabilities which lead to management consulting success. Management Decision, 39(5), 362-372.

DeVaughn, M.L. and Leary, M. (2017). The antecedents and impact of industry consultants on the future performance of new banks. Management Research Review, 40(11), 1142-1162.

McLachlin, R. (2000). Service quality in consulting: what is engagement success? Managing Service Quality: An International Journal, 10(3), 141-150.

Bawack, R.E. and Kala Kamdjoug, J.R. (2023). Managing client–consultant relationships to derive benefits from ERP projects. Information Technology & People, 36(4), 1669-1702.

In Sage:

Creaser, J. I., Lund, A. M., English, J., Shapiro, R. G., & Andre, A. D. (2005). Achieving Success in the HF/E Field: Expert Advice on How to Become a Future Expert. Proceedings of the Human Factors and Ergonomics Society Annual Meeting, 49(21), 1846–1850.

Prentice, C., & King, B. (2011). Relationship marketing in the casino industry. Journal of Vacation Marketing, 17(1), 51–63.

Not sure how to find us? Follow these simple steps to the Alumni Library Online service:

  • Go to your .
  • Log in with your details.
  • Scroll down the page and click on Alumni Library Online.
  • Click on Databases or Useful Websites sections to find the resources listed above, and much more!

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Any other questions?

Contact your ALO team.