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15 Reasons Why You Might be a Bad AccountManager Bad keyaccountmanagers fail to build business relationships and achieve results. Here are fifteen signs you might be a bad keyaccountmanager and how to turn yourself into a good one. Has no plan Which clients need an account plan?
What is true in the private life is true in business as well, especially between a supplier and their customers. They need their suppliers to come to them with a “seek to serve” mentality. In order to understand their customer needs, in good like in bad times, suppliers need to run regular Business Reviews with them.
As a supplier you need to adjust fast and build a foundation of trust. My old contact has been replaced First things first: find out what they want 10 steps to become a supplier of choice Check these out Quote of the week. Pre-existing relationships with competitors that may jeopardise your current status as a supplier.
Some accountmanagers and keyaccountmanagers can get paralysed by over research. When studied and applied these will immediately help you as a customer leader or keyaccountmanager prepare to support, shape and solve real problems with and for your customers. Market Impact (I).
In 2016 I wrote a post on the five foundation steps for stakeholder management success in keyaccountmanagement, that was well received and guided lots of leaders. Think about all of those people who have an interest in the outcome of your project or idea, who have power or influence over it and are affected by it.
Experienced thinker/strategist* Negotiator* Sponsor* (typically an executive) Legal Data analyser or risk manager* Technical Enforcer Change Manager* Relationship Manager(s) (ideally the one serving the customer unless they’re part of the problem)* Partners/suppliers. You don’t need to have all these roles on your team.
I received an email last week from Trevor Borrows who is a newly appointed National Sales Manager in charge of a team of AccountManagers. Here’s what Trevor asked: “Hi Sean, being a new National Sales Manager I need to understand how to develop accountstrategies. Account retention.
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