Account Management Skills

MARCH 10, 2025

But it's a multiplier to accelerate the retention and growth of the agency's client relationships. "Confidence" as a metric of success is overlooked and often deemed 'too woolly' to include as a specific KPI.

Account Management 52

Account Management Client Relationships Management Leadership 52

Account Management Skills

JANUARY 26, 2023

While preparing for a seminar with David C Baker , I’ve been reflecting on what de-motivates account managers. Unlike many agency advisors, David has invested in profiling account managers. Not only could I recognise myself, but I have been training account managers since 2016 and can validate his findings.

Account Management 52

Account Management Management Account Growth Client Relationships 52

Account Management Skills

DECEMBER 7, 2023

Agency owners often tell me their account managers aren’t leading client meetings confidently. If not, it could be hurting your agency … How to get your account managers to ask better questions (and how it can increase client lifetime value) How to get account managers adding value to your agency from Day 1 (and reduce churn)

Account Management 52

Account Management Meetings Management Suppliers 52

Account Management Skills

FEBRUARY 15, 2024

I was chatting to one of my clients recently about the benefits of introducing account management 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 client management.

Account Management 52

Account Management Management Account Growth Client Relationships 52

Account Management Skills

DECEMBER 8, 2023

Why do account managers miss new account growth opportunities in client meetings? What are the key benefits (to the client) of an account manager asking great questions?: What are the key benefits (to the account manager) of asking the client great questions?

Account Management 52

Account Management Management Account Growth Client Relationships 52

DemandFarm

DECEMBER 27, 2024

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 Account Management (KAM) , where stakes are higher, relationships are deeper, and opportunities require strategic finesse.

Sales Management 40

Sales Management Management Decision-making Negotiation 40

Account Manager Tips

APRIL 11, 2022

It talked about the fact that consultants who bounce in an out of the client relationship have more status and impact than account managers that deal with the client daily. "A The Key Account Manager's Spotify Playlist. Baker It happens all the time. What Buyers Want and How Buyers Work.

Account Management 130

Account Management Key Account Management Client Relationships Innovation 130

Better Ways Sales Strategies

DECEMBER 28, 2014

Among the most prevalent: Weakness in account management 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 account management.

Account Management 40

Account Management Management Client Relationships Key Account Management 40

Red Star Kim

FEBRUARY 8, 2024

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.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

DemandFarm

APRIL 26, 2023

Key Account Management (KAM) focuses on building long-term relationships, and aims to improve customer satisfaction – especially in a B2B scenario. A key account manager’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.

Key Account Management 52

Key Account Management Account Management Interpersonal Skills Management 52

Account Management Skills

APRIL 4, 2024

Michael Farmer, a management consultant who has studied creative agencies for 30 years, said this during our recent interview : “Account managers need to be more like Bain consultants” He was referring to the fact that clients aren’t seeing an ROI from working with agencies.

Account Management 40

Account Management Management Account Growth Client Relationships 40

Red Star Kim

DECEMBER 12, 2023

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.

Marketing 130

Marketing Emotional Intelligence Management Leadership 130

Account Management Skills

NOVEMBER 7, 2022

I get to speak to a lot of account managers 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 account management role, and some of the key things that are most important when it comes to being more efficient and more effective in the role.

Account Management 52

Account Management Management Suppliers Meetings 52

Account Management Skills

APRIL 20, 2021

This is the top 10 tips to be successful in agency account management. This was with Kate Whittaker , Kate has 30 years as a marketing client. And she said, good account management makes everything run smoothly. How do clients make money, for example? Welcome to Episode 27.

Account Management 52

Account Management Management Procurement Decision-making 52

Upland

JANUARY 29, 2024

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 account management. Successful account planning also leads to satisfied and loyal customers.

Account Planning 195

Account Planning Sales Decision-making Shareholders 195

Red Star Kim

OCTOBER 16, 2023

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.

Management 130

Management Emotional Intelligence Onboarding Communication 130

Red Star Kim

APRIL 17, 2023

Half the delegates had a KAM (Key Account Management) programme at their firm. Two thirds of the delegates felt their personalities were dog and the other third thought they were cats.

Management 100

Management Manufacturing Client Relationships Facilitation 100

Account Management Skills

MAY 20, 2024

Why the account manager ‘permission line’ is stopping growth When agency owners seek training for their account managers, they typically want to fix their team’s lack of ability to deliver good client service.

Account Management 52

Account Management Account Growth Client Relationships Profitability 52

Red Star Kim

MARCH 16, 2023

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 Account Management (KAM). Another cultural shift. Internal communication – Why, how and what (kimtasso.com).

Key Account Management 130

Key Account Management Onboarding Communication e-Learning 130

Arpedio

OCTOBER 20, 2023

Understanding the power of a stakeholder matrix – A comprehensive guide Relationship Mapping Software ← Back to blog In the dynamic landscape of account management, understanding your clients’ needs, expectations, and concerns is paramount to building lasting and mutually beneficial relationships.

Stakeholders 52

Stakeholders Account Management Client Relationships Decision-making 52

Jermaine Edwards

DECEMBER 6, 2023

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 client relationships 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.

Emotional Intelligence 130

Emotional Intelligence Client Relationships Key Account Management Negotiation 130

Account Management Skills

OCTOBER 15, 2024

An account director client of mine has been struggling with a client relationship. 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.

Decision-making 40

Decision-making Suppliers Client Relationships B2B 40

Account Management Skills

DECEMBER 5, 2022

This is part two of a two part episode about raising your account management game. So you want to raise your profile, or you’re not really sure what you can do to be more effective in your account management role. This is part two of a two part episode about raising your account management games.

Management 52

Management Account Management e-Learning Client Relationships 52

KAMCast

JANUARY 7, 2021

IN THIS EPISODE How well have your client relationships 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?

Suppliers 52

Suppliers Sales Leadership Leadership Client Relationships 52

Account Management Skills

AUGUST 2, 2021

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 client relationships. On episode 16, and this is tip number five, I had the pleasure of speaking to the account management team at Skeleton Productions.

Account Management 52

Account Management Client Relationships Management Meetings 52

Deep Insight

NOVEMBER 29, 2021

There’s a lot of talk at law firms about client relationships. 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?

Client Relationships 52

Client Relationships Leadership Decision-making Procurement 52

Deep Insight

NOVEMBER 14, 2019

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.

Telecommunications 52

Telecommunications Leadership Government B2B 52

Account Management Skills

JANUARY 29, 2024

The account manager’s job is to keep and grow client relationships. What holds account managers 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 Account Manager”

Account Management 40

Account Management Profitability Account Growth Procurement 40

Account Management Skills

JUNE 26, 2023

And if you’re in an agency account management 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 account management training courses. And really our role is to be really valued client partners.

Account Management 52

Account Management Client Relationships Management Communication 52

Account Management Skills

MARCH 20, 2023

On this episode, we’re talking about the split between the agency Account Manager 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.

Digitalization 52

Digitalization Account Management Decision-making Management 52

Flevy

JUNE 20, 2024

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.

Management 52

Management Digital Transformation Artificial Intelligence Innovation 52

Engage Selling

JUNE 3, 2022

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.

Sales 130

Sales Client Relationships Account Management Sales Leadership 130

Account Management Skills

JUNE 5, 2023

We discuss a myriad of topics, including: the process for hiring the right account manager 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.

Management 52

Management Account Management Suppliers Onboarding 52

Engage Selling

JUNE 10, 2022

??????? 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.

Sales 125

Sales Client Relationships Account Management Sales Leadership 125

Engage Selling

SEPTEMBER 3, 2020

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 »

Sales 112

Sales Client Relationships Account Management Sales Leadership 112

Engage Selling

JUNE 17, 2022

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.

Sales 118

Sales Client Relationships Account Management Sales Leadership 118

Engage Selling

APRIL 1, 2022

?? 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.

Sales 117

Sales Client Relationships Account Management Communication 117