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论文编号：	14104
作者编号：	2320190346
上传时间：	2023/6/9 11:14:08
中文题目：	S律师事务所政府类客户开发策略研究
英文题目：	Research on Government client development strategy of S Law Firm
指导老师：	马连福
中文关键字：	政府类客户；客户开发；客户关系管理
英文关键字：	Government customers; Customer development; Customer relationship management
中文摘要：	律师事务所作为提供法律服务的市场主体，与客户间的关系愈发变得紧密，客户这一要素贯穿于法律服务的整个过程，客户是律师事务所生存和发展的核心资产，是律师事务所发展的重要基石。本文旨在以我国当前政府类法律服务业务市场环境发展不全面、律师事务所投入政府类法律服务业务客户管理资源不充分，政府类客户资源开发不充分、不均衡的情况下，以S律师事务所视角为参考，通过分析政府类客户群体的特征，总结政府类客户开发特点，结合S律师事务所现有政府类客户开发过程中存在的问题，运用理论依据并结合实际进行研究，最终就政府类客户的开发策略提出优化方案，并提出优化方案实施的保障措施。 本文的研究拟分为五个章节。第一章主要介绍研究的背景、目的和意义，研究内容和方法。第二章为相关理论和文献综述。第三章为S律师事务所客户开发市场环境现状分析。第四章为S律师事务所政府类客户开发优化方案。第五章为S律师事务所客户开发优化方案实施的保障措施。结论与展望部分，分析总结S律师事务所对政府类客户进行相关开发活动的过程中所实施的具体策略存在着何种类别的问题以及现存不足之处产生的原因，探究S律师事务所在未来实施客户开发优化策略有可能需要迎接的挑战以及在这一过程中会形成的机遇。 本文以真实数据为基础，通过分析S律师事务所政府类客户群体特征和开发特点，分析政府类客户开发市场环境现状和客户开发策略优化方案，从人才机制、业务质量管理、合伙人分配制度和CRM保障等视角提出政府类客户开发优化方案实施的保障措施，对其他律师事务所开发政府类客户有一定的借鉴意义和价值。
英文摘要：	Law firms, as market players providing legal services, have an increasingly close relationship with clients, whose element runs through the whole process of legal services. Clients are the core assets for the survival and development of law firms, as well as the important cornerstone for their development. This paper aims to summarize the characteristics of government customer development by analyzing the characteristics of government customer development from the perspective of S law firm, taking the current market environment of government legal service business as incomplete, the law firm's investment in government legal service customer management resources as inadequate and the development of government customer resources as unbalanced. Based on the problems existing in the development process of the existing government clients of S law firm, this paper studies the development strategy of government clients with theoretical basis and practice, and finally puts forward the optimization plan for the development strategy of government clients and the safeguard measures for the implementation of the optimization plan. The research of this paper is divided into five chapters. The first chapter mainly introduces the research background, purpose and significance, research content and methods. The second chapter is related theory and literature review. The third chapter for S law firm client development market environment analysis. The fourth chapter develops the optimization plan for the government clients of S law firm. The fifth chapter develops the safeguard measures for the implementation of the optimization scheme for the clients of S law firm. In the conclusion and prospect part, it analyzes and summarizes the problems in the specific strategies implemented by S law firm in the process of developing related activities for government clients and the causes of the existing deficiencies, and explores the challenges that S law firm may need to meet in the future implementation of customer development optimization strategies and the opportunities formed in this process. Based on real data, this paper analyzes the characteristics and development characteristics of the government customer group of S law firm, analyzes the current market environment of government customer development and the optimization plan of customer development strategy, and proposes the safeguard measures for the implementation of the government customer development optimization plan from the perspectives of talent mechanism, business quality management, partner allocation system and CRM guarantee. It has certain reference significance and value for other law firms to develop government clients.
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