Account Management (a tactical guide to success)

How to Successfully Land An Account Manager Role

In this episode, Fred and John discuss the best ways to be successful applying for a role as an Account Manager including:

• Getting your foot in the door
• Resume
• Interviewing
• First three months

Wrap up of the basics of Account Management

In this episode, Fred and John do a wrap-up of topics from the book.  Including:

1. Be more than a pass through
2. Be a student of the game
3. Be a person of character
4. Resources available for further study

Communications (Part 2)

In this episode, Fred and John continue the conversation about the right way to approach communication with your clients.  Including:

-Communication with emotional context

-Knowing your audience

-Using listening as a communication tool

Communications (Part 1)

In this episode, Fred and John discuss the right way to approach communication with your clients.  Including:

- When to communicate

- Dangers of email

- Being positive

- Grammar and syntax

The Art of Client Entertainment

In this episode, Fred and John discuss the (sometimes tricky) art of client entertainment.  Including:

- Basics of approach to the process

- Rules of the road

- Difficult situations including harassment

Meetings and Agendas

In this episode, Fred and John discuss the finer points of putting together a successful client meeting.  How to prepare, how to ensure no technical failures, and how to project presence.  Also what to do after the meeting to ensure successful execution.  

How to Travel

One of the least discussed aspects of Account Management is how to approach travel.  In this episode, Fred and John discuss the three commandments of business travel:
1. Pack light and never check your bag

2. Think through logistics

3. Coordinate internal parties (i.e. herd the cats)

Plus discussion of appropriate dress code.

Lead By Example

In this episode, Fred and John discuss how to lead by example as an Account Manager.  Discussion of the strategies and tactics to demonstrate leadership in your organization and with your clients.

Remind the Client Why You are There

In this episode, Fred and John discuss the basics of reinforcing your value proposition to your client.  Including a deep-dive into the seven-step QBR (Quarterly Business Review) process.  Also, a discussion of the virtues of Fred Water.

Embracing Risk with Yes

In this episode, Fred and John cover how an Account Manager should think about when to say yes to client ideas.  How do you know when it's ok to say yes?  What should be your process if you are not certain?  When should you take risks?  In addition, Fred and John discuss some negotiation resources.