Account Management (a tactical guide to success)
How to Think about Growth

How to Think about Growth

February 2, 2021

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

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

Plus, listener mailbag!

When the Deal isn’t Done

When the Deal isn’t Done

March 2, 2021

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!

Embracing Risk with Yes

Embracing Risk with Yes

March 27, 2021

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.  

Remind the Client Why You are There

Remind the Client Why You are There

June 5, 2021

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.

Lead By Example

Lead By Example

July 11, 2021

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.

How to Travel

How to Travel

August 23, 2021

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.

Meetings and Agendas

Meetings and Agendas

November 1, 2021

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.  

The Art of Client Entertainment

The Art of Client Entertainment

December 11, 2021

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

Communications (Part 1)

Communications (Part 1)

February 8, 2022

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

Communications (Part 2)

Communications (Part 2)

July 11, 2022

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

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