In this episode, we introduce the purpose of the podcast and introduce your two hosts, Fred Fuller and John Brown.
In this podcast, Fred and John discuss Job #1 of the Account Manager: Building relationships through building trust.
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.
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.
Fred and John continue their conversation about the philosophies of account management, focusing on the last four.
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
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
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'.