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Since the launch of our GAM program, the designated global accounts have expressed their recognition of improved strategic alignment and material change in their relationships and confidence in AVI-SPL as a trusted provider invested in their success. A New Enterprise AccountManagement (EAM) Program.
In strategic accountmanagement, companies have to address the never-ending question of how to differentiate themselves and gain market share. CRM systems are focused on opportunity management , while CXM systems are focused on managing the ongoing delivery of value and the assessment of outcome attainment.
How much money does a key accountmanager make? Find out the average salaries for key accountmanagers in Australia, India, the United Kingdom and the United States and what the job is REALLY like before you decide if it's for you. Find out how much money key accountmanagers REALLY make! Click to Tweet.
At the start of June I had the pleasure of leading PM Forum ’s “Towards KAM (and ABM) – Helping fee-earners with clientrelationshipmanagement” online workshop. Delegates were from legal and accountancy firms in the UK, Channel Islands, Germany and United Arab Emirates. Why do law firms needs SAM?
It puts additional pressure on the senior leadership team to find net new revenue from prospecting and pitching – which is more expensive, time consuming and puts a strain on the agency’s resource, team and existing clientrelationships.
Protectionism – Some fee-earners could be insecure and defensive about sharing client information and relationships. The culture and rewards systems sometimes worked against integrated client teams. Data – CRM (ClientRelationshipManagement) and CDP (Client Data Platforms) are often lacking.
How to build a winning accountmanagement team AccountManagement Software ← Back to blog A winning accountmanagement team can be your secret weapon to supercharge your company’s growth and customer satisfaction. But how do you assemble, nurture, and lead a high-performing accountmanagement team?
But it's a multiplier to accelerate the retention and growth of the agency's clientrelationships. "Confidence" as a metric of success is overlooked and often deemed 'too woolly' to include as a specific KPI.
While preparing for a seminar with David C Baker , I’ve been reflecting on what de-motivates accountmanagers. Unlike many agency advisors, David has invested in profiling accountmanagers. Not only could I recognise myself, but I have been training accountmanagers since 2016 and can validate his findings.
Agency owners often tell me their accountmanagers aren’t leading client meetings confidently. If not, it could be hurting your agency … How to get your accountmanagers to ask better questions (and how it can increase client lifetime value) How to get accountmanagers adding value to your agency from Day 1 (and reduce churn)
I was chatting to one of my clients recently about the benefits of introducing accountmanagement in their agency for the first time. When you start an agency, typically you start with project management. As a small, agile team it makes sense for project managers to be responsible for clientmanagement.
Why do accountmanagers miss new account growth opportunities in client meetings? What are the key benefits (to the client) of an accountmanager asking great questions?: What are the key benefits (to the accountmanager) of asking the client great questions?
Sales management today demands more than ever beforeits a delicate balance of leadership, technology, and insight. What sets exceptional sales managers apart? Nowhere is this more critical than in Key AccountManagement (KAM) , where stakes are higher, relationships are deeper, and opportunities require strategic finesse.
It talked about the fact that consultants who bounce in an out of the clientrelationship have more status and impact than accountmanagers that deal with the client daily. "A The Key AccountManager's Spotify Playlist. Baker It happens all the time. What Buyers Want and How Buyers Work.
Among the most prevalent: Weakness in accountmanagement and account planning effectiveness — even with a firm’s largest and most strategic clients. Client churn, poor penetration at top accounts, and lack of sales predictability are all the result of poor accountmanagement.
On a simpler level, a red-amber-green (RAG analysis) will help fee-earners focus their time and attention on those contacts with the most potential Process focus – Related to pipeline analysis, Andy Lopata offers a helpful framework to analyse relationships based on various stages in building, nurturing and leveraging relationships.
Key AccountManagement (KAM) focuses on building long-term relationships, and aims to improve customer satisfaction – especially in a B2B scenario. A key accountmanager’s primary responsibility is ensuring that the needs of key clients are met, and that they remain satisfied with the company’s products and services.
Michael Farmer, a management consultant who has studied creative agencies for 30 years, said this during our recent interview : “Accountmanagers need to be more like Bain consultants” He was referring to the fact that clients aren’t seeing an ROI from working with agencies.
Internal clients – Naturally we need to build strong working relationships with our fee-earners. Both those in leadership positions who are driving the firm forward. External clients – Then of course we need to build networks amongst potential clients, existing clients and referrers.
I get to speak to a lot of accountmanagers who work in creative agencies. And I get a lot of questions about how they can progress their career, how they can be better at the accountmanagement role, and some of the key things that are most important when it comes to being more efficient and more effective in the role.
This is the top 10 tips to be successful in agency accountmanagement. This was with Kate Whittaker , Kate has 30 years as a marketing client. And she said, good accountmanagement makes everything run smoothly. How do clients make money, for example? Welcome to Episode 27.
Greater team collaboration: Account planning often involves multiple departments, such as marketing, customer success, and technical support. This cross-functional teamwork helps you foster more unified and effective customer accountmanagement. Successful account planning also leads to satisfied and loyal customers.
Referrer Management – Capacity and Capability Capacity – Rational elements of referrer management Throughout the workshop we considered how leadership and organisation (rational activity) supports effective referrer management. And to know when to cut their losses and move onto other potential referrer relationships.
Half the delegates had a KAM (Key AccountManagement) programme at their firm. Two thirds of the delegates felt their personalities were dog and the other third thought they were cats.
Why the accountmanager ‘permission line’ is stopping growth When agency owners seek training for their accountmanagers, they typically want to fix their team’s lack of ability to deliver good client service.
One way is to embed the right cross-selling and referrer management attitudes and behaviours into other programmes – for example, into campaigns, content management, networking and Key AccountManagement (KAM). Another cultural shift. Internal communication – Why, how and what (kimtasso.com).
Understanding the power of a stakeholder matrix – A comprehensive guide Relationship Mapping Software ← Back to blog In the dynamic landscape of accountmanagement, understanding your clients’ needs, expectations, and concerns is paramount to building lasting and mutually beneficial relationships.
Or Perhaps you need to tell a colleague or manager what they’re doing is wrong for theirs and the teams benefit. In the context of your clientrelationships demonstrating honesty shows integrity, commitment and care for the other persons benefit when done with the right intent. Neither of these feel good to do in the moment.
An account director client of mine has been struggling with a clientrelationship. Unexpectedly, her long-standing, ‘satisfied’ client rejected her cost estimate for a new scope of work. The client explained she’d received a cheaper quote (almost 50% less) from an alternative agency.
This is part two of a two part episode about raising your accountmanagement game. So you want to raise your profile, or you’re not really sure what you can do to be more effective in your accountmanagement role. This is part two of a two part episode about raising your accountmanagement games.
IN THIS EPISODE How well have your clientrelationships faired against the almighty test that was 2020? Did your strategy pay off or have you damaged the relationship - missing the customer’s need for confidence, clarity and clear leadership?
My goal as always, for you is to come away with helpful tips, ideas, golden Nugget nuggets of wisdom, and reminders for how to keep and grow existing clientrelationships. On episode 16, and this is tip number five, I had the pleasure of speaking to the accountmanagement team at Skeleton Productions.
There’s a lot of talk at law firms about clientrelationships. But for many clients these can still seem hollow words based on one-way relationships. Robert Millard and John O’Connor explore how firms that are trying to embrace true client centricity are setting themselves apart. But what keeps clients loyal?
It’s a story about Leadership , first and foremost. Shay Walsh is the Managing Director of BT Ireland and was our guest speaker at a recent breakfast seminar at the Irish Management Institute. LEADERSHIP. Shay Walsh was part of Chris’ leadership team and ran the Irish wholesale business.
The accountmanager’s job is to keep and grow clientrelationships. What holds accountmanagers back from growing accounts? I’ll be talking more about pricing with Alfie Wenegieme FCCA , Managing Partner at Cactus on the next podcast episode “Creative Agency AccountManager”
And if you’re in an agency accountmanagement role and you’re keen to be seen by your clients as more of an advisor than a reactive order taker, then check out the details of my accountmanagement training courses. And really our role is to be really valued client partners.
On this episode, we’re talking about the split between the agency AccountManager and the agency Project Manager role, with Kate Vines and Kio Aghoghogbe from Hallam. The way they do that is based entirely on clients feedback and results, so that is quite an accolade to have. So a very warm welcome Kate and Kio.
Primary Activities: Market Analysis and Business Development: Identifying market opportunities and developing strategies to attract potential clients. Client Acquisition and Sales: Engaging prospective clients and converting leads into consulting engagements.
How do you retain more accounts as you grow? The post Early Warning System: Retain More Accounts As You Grow first appeared on Colleen Francis - The Sales Leader. Collecting and analyzing sales data indiscriminately is like endlessly tossing buckets of coins into a wishing well…and believing the act itself … Read More.
We discuss a myriad of topics, including: the process for hiring the right accountmanager at your agency examples of how to set client expectations and boundaries why having a written scope of work is key to successful project delivery and Rob’s thoughts in general on the agency landscape and the future of agencies.
??????? Is there such thing as an ideal buyer? I recently have been interviewed on a number of podcasts because there’s great interest in my new book, Right on the … Read More. The post The Ideal Buyer in Today’s Marketplace | Sales Strategies first appeared on Colleen Francis - The Sales Leader.
A client of mine recently emailed me and mentioned that they lost two of their biggest clients. There is a “dangerous” sales number that you need to know about. It’s the number one. Let me explain. The sales rep in … Read More »
Discover six ways to handle price increases like a sales pro! Price increases are a big part of life now, but most sellers can’t be like the local gas station … Read More. The post 6 Ways to Handle Price Increases Like a Sales Pro first appeared on Colleen Francis - The Sales Leader.
?? Getting time on your side is a powerful strategy that will help you win more business! What do I mean by “getting time on your side”? I discuss this … Read More. The post Win More Business With This Strategy | Sales Strategies first appeared on Colleen Francis - The Sales Leader.
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