Account Management (a tactical guide to success)

When the Deal isn't Done

This podcast covers what you do when you as an Account Manager realize there are still contractual or negotiation open items with your client... the 'deal isn't done'.  We discuss how to approach tactically and strategically.  Also, listener mailbag!

How to Think about Growth

Fred and John review the skills needed to grow account management clients including:

• Project management
• Business reviews/goalsetting
• Relationship maps
• Goalsetting

Plus, listener mailbag!

How to Manage Negative Issues with Clients

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'.

Special Guest Episode: Brandon Horne

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.

Special Episode: How to Build an Account Management team

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

Creating Connections and Seeking to Understand

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 Guest Episode: Christy Hyde

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.

The Six Philosophies of Account Management (Part 2)

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

The Six Philosophies of Account Management (Part 1)

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.

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

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.