Account Management (a tactical guide to success)
Account Management - introduction to Fred and John

Account Management - introduction to Fred and John

May 30, 2020

In this episode, we introduce the purpose of the podcast and introduce your two hosts, Fred Fuller and John Brown.

Job #1 of Account Management: Building Relationships and Trust (Part 1)

Job #1 of Account Management: Building Relationships and Trust (Part 1)

June 14, 2020

In this podcast, Fred and John discuss Job #1 of the Account Manager: Building relationships through building trust.  

Job #1 of Account Management: Building Relationships and Trust (Part 2)

Job #1 of Account Management: Building Relationships and Trust (Part 2)

June 17, 2020

Fred and John continue the conversation about how to build relationships and trust with business clients.  In this episode, they cover managing your client's emotional bank account and how to think about delivering a relationship debit.

The Six Philosophies of Account Management (Part 1)

The Six Philosophies of Account Management (Part 1)

June 26, 2020

In this episode, Fred and John discuss the six core philosophies of good Account Management.  In later podcasts, they will refer back to these very important six core principles.

The Six Philosophies of Account Management (Part 2)

The Six Philosophies of Account Management (Part 2)

July 3, 2020

Fred and John continue their conversation about the philosophies of account management, focusing on the last four.  

Special Guest Episode: Christy Hyde

Special Guest Episode: Christy Hyde

August 3, 2020

In this episode, Fred and John talk with special guest Christy Hyde about her experience as an account manager leader and advice she gives to other account managers.

Creating Connections and Seeking to Understand

Creating Connections and Seeking to Understand

September 21, 2020

Fred and John review concepts from ""A Dragon Walks Into a Meeting" Chapter 2.  In this episode, we review how to create connections from a tactical perspective including:

  • Learning about the client as a task
  • The first five minutes
  • How to interact with senior executives
  • Business etiquette
Special Episode: How to Build an Account Management team

Special Episode: How to Build an Account Management team

November 11, 2020

In this special episode, Fred and John take a break from reviewing Account Management basics and instead discuss an important topic for managers and leaders: how to build an Account Management team.   Important tips include:

  • Hire business owners
  • Identify the right talents
  • Don't worry about hiring industry experts
  • Teach how to approach the role
Special Guest Episode: Brandon Horne

Special Guest Episode: Brandon Horne

November 30, 2020

In this special episode, Fred and John talk to Brandon Horne about his success as an account manager and advice he gives to new account managers.

How to Manage Negative Issues with Clients

How to Manage Negative Issues with Clients

January 10, 2021

In this episode, we review the seven techniques to deal with negative situations with clients.  Includes suggestions for how to deal with issues where you cannot say yes to a request and also how to deal with negative situations with your internal organization.

Also, we discuss the definition of 'homunculus'.

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